Small businesses need to get their sales right to match their revenue and growth goals. But they seldom afford large teams with star employees. The secret lies in creating a high-performance team capable of achieving more with less. But it can be trickier than you imagine as you need to think beyond picking sales ninjas. You have to find the best fits and train and develop them down the line. Retaining a high-performing sales team is equally challenging. But there are ways to win on all fronts. Let us explain how you can do it regardless of your small business budget.
Have clear expectations
Hiring random people is the worst approach, as you may end up wasting time on recruitment, onboarding, and training them. You need a clear view of the roles so that you can find perfect fits. If you have junior sales employees on board, you will need a senior manager with the right skills and expertise. Conversely, you will need assistants if a leader is already there. Have clear expectations to get the best start.
Ramp up your hiring strategy
Once you have a vision of your sales team, you can go ahead with the hiring process. It may not be easy for small businesses as they do not have the employer brand and budget to attract and secure top talent. But an HR strategy that aligns with your long-term vision and culture sets you on the right track. Look for people with relevant skills and experience, but consider factors like sincerity, commitment, and ethics too.
Invest in your team
Even the best resources may lag in performance and productivity. They could fall behind the latest trends in the industry. The best way to convert them into a high-performing team is by investing in them. Six sigma training empowers your team with the lean approach. Invest in the basis for the juniors, while a Six Sigma Black Belt is a worthy investment for the top-level leader. A lean sales team can bring an immense boost in your revenues and profits, so upskill them early.
Keep the employees motivated
Selling is a stressful operation because it involves convincing customers to buy now and come back for more. Building a high-performing sales team is also about motivating them. Motivated employees go the extra mile with their interactions, and their loyalty shows in the sales figures. You can motivate them with bonuses and incentives, but never miss out on appreciating the good work.
Create a positive culture
Small businesses thrive on a horizontal work culture, where people function with a flat hierarchy. Applying it to your sales team is a good idea. Although you will need managers and supervisors, creating a positive culture helps. Ensure that juniors have the opportunity to share ideas and discuss problems. If a team works like a well-oiled machine, it never fails on the performance front.
Lean sales make the best approach for small companies that aspire to reach revenue targets with minimal investment. Your sales team is the key to success, so pick the best people and invest in them.