Yesterday marked the end of June, which means if your company runs on a calendar year you've hit your mid-year point. Two quarters down, two quarters to go. It also means that, based on the results produced thus far, some of your sales people are strutting around with a huge ego and others are slinking about with their shoulders slumped forward and their eyes on the ground. And the reality is, both may be wrong! Here are some questions your sales leaders should ask to make sure each sales person on their team has the right focus and attitude midway through the year.
For Sales People on Plan or Ahead of Plan
For Sales People Behind Plan
Whether you have sales people who are ahead of plan, behind plan or somewhere in the middle, remember that part of building an over-achieving sales team is having sales leaders ask the right questions so they know why their sales people are ahead (or behind). Sometimes it’s possible to do everything right and lose the deal. Other times you can do nearly everything wrong and win the business. It is your sales leaders’ responsibility to make sure everyone on their team knows the difference and takes away right lessons from every opportunity (win or lose).
Consistent coaching (ideally weekly), weekly planning by every sales team member focusing on outcomes, defining 3-4 clear quarterly goals and staying focused on them, and continuing to learn and grow are a few of the keys to building an over-achieving sales team. One more factor for building an over-achieving sales team? Effective recruiting! We’re halfway through 2015 and we are in a candidate-centric market, which means it can take 90-120 days to find a great sales person. If your sales leaders have team members who may not make it to the end of the year, NOW is the time to begin recruiting. Remember, a decision to recruit is not a decision to hire – why wait? Want an unfair advantage? Learn more here.