To instill a can-do attitude among your sales representatives, you’ll want to ensure that every team member is feeling comfortable about covering their given territories. As you continue to organize the sales process at your establishment, checking in with individual team members on a regular basis to make any necessary adjustments will enhance their ability to not only produce the best quarterly results, but also develop stronger staff and client relationships.
To offer further guidance on additional methods to structure a better sales dynamic for your team, 12 members from Forbes Business Development Council share their top tips to help foster employee morale, self-esteem and build a higher level of performance for all.
1. Utilize The Full Potential Of Sales Territories
Unearth the full potential of your team’s sales territories from the sales enablement, human-centric and buyer-driven perspective. Organize and structure your operations based on the results of listening to the market, customer’s feedback and stakeholders. Make certain that sales teams homogenize their outreach with their customer’s organizational, cultural and regional contexts. – Britta Lorenz, PDAgroup GmbH
2. Provide The Tools And Capabilities For Long-Term Success
Building culture and customer success excellence in new territories are what can cultivate winning mindsets. In each new territory that you venture into, bringing your company pillars to the forefront will create a brand. Providing the tools and capabilities for success will not only allow for quick wins, but also long-term success. – Tyler Mizenko, Prendio, LLC
3. Adopt A Vertical Approach To Identify Great Customers
Consider adopting a verticalized approach. This is useful if you have multiple sales representatives assigned to a single territory as you can divide by vertical rather than geography to ensure fairness. Focusing on key verticals is also a good way to target your outbound efforts. Look at your historical successes and what a great customer looks like for your company and ask your sales development representatives to find more. – Ben Elder, Meta Platforms, Inc.
4. Centralize Top Priority Accounts
Many organizations design territories in a way that will ask their representatives to sift through hundreds of accounts to understand which ones have the highest potential. Instead, leaders need to centralize account prioritization via BizOps or RevOps and clearly articulate what priority means to them so it carries through in the planning. One example could be to only focus on the smaller territories with high-priority accounts. – Alyssa Merwin, LinkedIn
5. Provide Career Growth And Commission Incentives
By structuring your team so that the most senior salespeople advance to the level of sales managers, they will be able to delegate duties to more junior employees. Adding incentives, such as a commission scheme, allows for greater scaling flexibility. The most knowledgeable senior members, serving as team managers, are often eager to welcome, train and encourage newcomers who strengthen their team. – Stefano Carganico, PQE Group
6. Measure Account Engagement And Activity
Territory planning and the right coverage model are about driving the right engagement levels with customers and prospects. It’s important to measure account health based on engagement and activity. While sellers will usually always ask for more accounts, driving focus and targeted engagement can produce better results. So finding the sweet spot of high activity and acquiring enough accounts is the key. – Toby Carrington, Seismic
7. Harness Your Ability To Solve The Clients’ Needs
Leverage technology and your customer relationship management to identify where your opportunities are but still maintain personal contact. Clients are looking for a solution and in competitive industries relationships are important. BrightStar Care is a franchise model so my sales team focuses on open territories where our home healthcare services are most needed. – Pete First, BrightStar Care
8. Encourage Teamwork Among Sales Reps
We overcommunicate with each other and provide support for one another as much as possible. When you have a team that buys into the staff mentality and support structure, you optimize your chances for success—regardless of the sales territory. – David McShane, ACB, Inc.
9. Set Up Territory Mapping System For Equal Distribution
Leaders can better organize and optimize their team’s sales territories by properly evaluating the market and assessing the number of accounts, segmenting them by the size of their revenue or amount of employees. They can also define the install base per sales representative, splitting the greenfield or install base into separate teams. The use of territory mapping software can be helpful to fully optimize your territories and ensure equal distribution. – Brian Nourani, Wrike
10. Leverage Data And KPIs
Leverage data and have an understanding of the KPIs for the sales leadership team. The more data the SalesOps and RevOps teams can provide to frontline leaders to assist in understanding the total available, the sales cycle for their territory, conversion rates and churn, the better they can optimize territory planning across their teams. – Rebecca Myrick, Dragos, Inc.
11. Focus On Viable Industry Segments
Post-pandemic is an unusual time. Online shopping and entertainment are surging, while their brick-and-mortar counterparts are far from recovery. During these unusual times, sales leaders should point to viable industry segments to focus on. Within those industries, sellers can then prioritize prospects using weighted selection criteria, assigning a total numeric value to each prospect or deal. – Joe DiDonato, Baker Communications, Inc.
12. Create Mini-Teams To Empower ‘Area Leaders’
Navy SEALs teach that you can’t effectively manage more than six people yourself. So divide your sales office into small mini-teams and empower “area leaders” to run those teams. Organize territories far in advance, require a 24-hour notice for change requests from representatives and create small spillover areas next to every representative’s current area. Success in area management is all about organization and delegation! – Adam Webb, Sunder Energy