Sales, contrary to popular belief, really is a team sport. Whenever someone brings in a new customer, everybody wins. The business grows, everyone involved in the sale gets a nice commission, and it makes the sales team feel good. Rather than foster an environment of competition and distrust amongst your staff, you can harness the power of teamwork to make your inside sales salesforce a formidable unit.
There may be a certain romance towards a salesman controlling one client and managing the account themselves. However, it’s often inefficient and doesn’t lend itself to maximizing sales throughout the company. By splitting the process among those who can qualify leads, those who can close the deals and those who can grow the account once it’s active, you can have a team of experts at their role in the process. With specialization, you can play to the strengths of all your team members, and create an environment where everyone contributes to the success of the company.
Put Career Development at the Forefront
At the end of the day, your salespeople will be critical to the success of your business. With that in mind, why would you want to incentivize your employees to leave by refusing to develop their skills? Not only will they feel valued by your company, making them more loyal in the long run, but they will be able to use the skills they learn to provide your company with additional value. It’s a win-win for both parties. By bringing in expert guest speakers and investing in continuing education, you can ensure that you have the strongest sales team possible.
Make a Game of It
Everyone enjoys making a game out of something, so why not do the same for work? Not only do you have the opportunity to increase employee morale and productivity by doing this, but studies show that by gamifying the sales process, you can not only increase total revenues, but increase the size of all your new deals, on average. What would once have been considered anathema to the workplace years ago, can now be the key to unlocking the full potential of your inside sales team.
The sales industry has changed a lot in the last several decades, adapting to new technology and culture shifts along the way. To assemble the strongest inside sales salesforce, you need to adapt as well.