Tim Rooney

 Tags: Sales Training

In order to succeed in your business, you must have the best sales team. They are, after all, on the front lines of championing your product and driving up your profit.

Download our free sales enablement guide and find out why the success of your  business depends on it.

So how do you go about building a successful sales department? The short answer is hard work and patience. But with this guide, you can be well on your way to creating a winning team.

Determine Your Needs

The first step in any endeavour is doing your research. What do you want to accomplish with your sales team, and how far are you willing to go to succeed?

First find out what you have and issues you may face. Do you have a good sales team, but they just need an extra push in the right direction? Or is your team overwhelmed with too much sales volume. Are you building your team from scratch?

Once you’ve determined your resources, figure out what you need in your sales team. Do you want a pack of aggressive cold callers, or will a friendlier, more customer focused team do? Figure out what each function in your team will be and the goals you want them to accomplish.

By defining set functions and structure, it will build a strong foundation for your sales team moving forward.

Hire the Right People

Whether you are adding to your team or building from the ground up, hiring the best is vital to your sales.

To sort the wheat from the chaff, implement a formalized hiring process to help compare all applicants. Consider asking the same questions to everybody and implementing a point system to rank your potential hires in order.

You are looking for someone who is coachable and willing to learn. Someone who is convincing (as clichéd as it is, “Sell me this pen/book/etc.” will let you know how they think on their feet).

Finally, you want someone who is enthusiastic, or at least knowledgeable, about the product you are selling. This will help their transition into sales shorter as you will have to train them less about the product.

Fire the Wrong People

Sales is a numbers game and goes at lightning speed. Having a low performing sales person can slow your team down drastically, and this is a killer. That is why, as unfortunate as it is, you can not hesitate at letting people go if they are not living up to your expectations.

Not everyone can do sales. Even the best hiring process can let a few duds slip into the cracks. If they are bright and hard-working, consider moving them to a different department in your business. If not, then you need to pull the trigger and keep moving forward.

Invest in Training

A good student does well in school. A great student knows that the learning never ends. Building a successful sales team means proving your people with the best education needed to perform well.

This could include things like professional sales training, sales workshops, roleplaying scenarios, and call shadowing.

Communicate Often

Even better, communicate more than often! Make sure that everyone knows their goals and the process on how to get there. Hold weekly meetings to make sure that everyone is up to date with the latest news. Have regular performance reviews. If anyone is having problems, make sure you are there with them to figure out the best solution.

In the end, communication ensures that you know your team is on the right track.

Overall, building a successful sales team is an ongoing process. Remember to keep an open mind throughout and seek out help if you need it. Good luck!

A CEO’s Guide to the Future of Selling

Tim Rooney

Tim is a Sales Optimizer at Rooney Earl and has been helping businesses accelerate their growth and build sustainable sales processes for the past 10 years. As a high impact sales coach and consultant, Tim has worked as the CEO of several high profile companies in Canada, Brazil, and South Africa. His CEO background means that he rapidly reads the big picture of his clients' situation and quickly makes the right recommendations for success. Tim represents the highly acclaimed Sandler Sales System that helps his clients form lasting, productive relationships with their customers. In addition to his training and coaching, Tim is a sought-after speaker and facilitator on a variety of topics that include “How to Run a Successful Change Management Program” and “Leadership & Team Motivation for the 21st Century.”
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