10 Sales Team Secrets (and How to Apply Them)

November 25, 2022

Sales teams are a great place to start when building a company. No sales team wants to be seen as a group of unproductive people.

They will face roadblocks to closing deals and getting repeat business if they are. But if you can turn your sales team into a well-oiled machine in no time, you'll get the results you want!

The value of a well-oiled sales department can be immeasurable. 

A motivated and highly productive team can sell more, do it faster, and effectively serve their customers' needs by driving their business. Everything ultimately leads to more profit. 

These secrets will help you turn your sales team into a well-oiled machine!

10 Secrets to Turn Your Sales Team into a Well-Oiled Machine

1. Prioritize Training

Training is critical for any sales team and is crucial for new hires. Most companies will spend between 2%- 5% of salary budgets back into training, but it can be more if there's an opportunity to improve employee skills. 

To ensure your new hires are ready to hit the ground running, schedule regular meetings with them throughout their first six months on the job so you can share strategies and best practices.

Sometimes it is not just the new employees that need training; veteran sales professionals on your team could also learn more from occasional pieces of training. 

You must ensure your sales reps are highly trained in 

Product knowledge: Every team member should clearly understand the company's ideology and product knowledge. 

The sales process is doomed if they don't know what they are selling. The initiation or onboarding training could give new members clarity about the product/service they will sell. 

Sales process: A high-performing sales team should be well aware of the sales process. 

In training, along with product knowledge, you should teach the sales reps about the sales process in the company. A roadmap of the sales process would be beneficial.

Prospect qualification: Your sales reps should know whether a customer is a good customer. It means whether the time, effort, and resources spent on winning the customer are worth it.

A well-trained sales rep would know whether a prospect is qualified to be your company's customer. 

Training your salespeople adequately in the fundamentals of their job will help them perform at their best and get the most out of your business.

2. Segment Your Team

Segmenting your sales team allows for more effective training and communication. 

Segmentation aims to ensure that each person knows their role and what they need to do within it. It also helps you identify potential problems before they become issues requiring extra time or resources.

Typically segmented teams will have the following specialties:

Inbound lead qualification: This team member is responsible for qualifying new leads, ensuring they have the correct information required to close a deal, and providing feedback to the rest of the team on their quality scores.

Outbound prospecting: The person in this role will identify external prospects and generate referrals. 

They should also be able to close deals with existing customers and build relationships with potential customers who still need to be ready to buy from your company.

Closing new business:  This team member is responsible for closing new accounts and account upgrades by providing support and guidance to the customer success team when needed.

Ongoing customer success/management: This role manages all customer accounts after they've been closed or upgraded. 

They should be able to guide how best to handle specific situations or concerns that may arise from time to time.

An integrated sales team will have all four specialties working together as one cohesive unit. Each member must clearly understand what they are responsible for and how their job fits into the company's overall direction.

3. Set A Strategy and Align Processes

Creating a strategy for how you want your sales team to operate is vital because it helps define who they are as individuals, which makes them more effective when working together as a team. 

An aligned process will help everyone stay on track while also keeping each member accountable for their actions and goals, which helps keep everyone on task and responsible for their actions, which helps everyone stay focused. 

If you don't have a clear vision of what your sales team will do, how can you expect them to be productive? 

You need to set a strategy and align processes that support this vision. There are many ways to do this:

Sales meetings:  Opportunities for your team to get together and discuss key challenges in real-time.

Sharing ideas and experiences make it easier for everyone to understand their challenges and how they can solve them together.

Create a roadmap: Your strategy is the roadmap for your entire sales organization. 

It outlines how you want to operate, how you want to communicate internally, what kinds of goals you want to set, when you want them completed, and how you want people to feel about their role within the organization. 

When everyone knows their role and what success looks like for each employee, everyone is more likely to strive for those same goals — especially when there are tangible rewards for doing so!

Decide Sales Metrics: Decide what metrics will be used to measure success — whether it's sales volume, conversion rates, or something else entirely. 

Create a plan around them so everyone knows what's expected of them and why it matters so much that they meet those expectations every day (or week or month).

4. You Don’t Need Every Fancy Tool

When it comes down to it, sales teams are already doing everything they can to be effective.

They're calling customers, following up with leads, and having conversations with prospects — all the things you should be doing. 

If you have a lot of money in your budget, by all means, invest in an additional software tool or two; but if you can get by without them, there's no need to buy them just because they're there.

5. Promote Creative Incentives to Reward Tenacity and Accomplishments

You have to reward your people for their hard work — otherwise, they won't do it! 

Create a culture where everyone feels appreciated and respected; then let them know how much you appreciate their efforts daily. 

How? Give them bonuses or rewards whenever they complete specific tasks like closing a big deal or meeting a quota — this will show that you care about their efforts.

You can offer incentives like:

  • An extra PTO day,
  • VIP parking
  • Featuring on Billboard
  • Family oriented incentives
  • Special event tickets and invites
  • Bonuses

Learn more: Sales Incentives

6. Check in at Sales Meetings

The most important thing you can do to improve your sales team's performance is to check in with them. 

This may seem like a no-brainer, but it's surprising how many managers forget this fundamental step. 

When you stop by the meeting room and ask how things are going, you'll be surprised at how much information you get back.

  • You'll hear stories about problematic product features or customers who have yet to progress with their complaints. 
  • You'll learn about issues that still need to be resolved and hear ideas on how to help improve those situations. 
  • You can also highlight top performers on the team and give them the rewards they deserve. 
  • Mention the remarkable growth and achievements you have made since the last sales meetings. 

The more open communication there is from the top down, the better your sales team will perform.

It's also vital to see how their work supports the business and what tangible results they're getting from it.

7. Focus on The Quality of Your Work

One of the biggest complaints about being in sales is that it's just not as "appealing" as other jobs. 

That's because people think selling is about closing deals — but it's so much more than that! 

You need to know what your customers want and need, create value for them, and educate them on why your product or service is superior to others.

Furthermore, you also need to find ways to sell them by giving them money for the value you're providing them (by making sure they're happy with their purchase). 

Sales aren't just about closing deals; it's about creating relationships that last for years after you've sold something or given someone advice or guidance about something else!

8. Build Trust

When it comes to building trust with your employees, it's all about communication and being honest with them. Here is how you can do it

Talk openly: This means you need to be open with them about what is happening in your business and how things are progressing. 

Talk about issues openly and honestly so that everyone knows what's happening.

If your sales team is not trusting each other or you as their manager, it won't be easy to create an environment of trust and cooperation. 

Give your employees space: To build trust with teams, managers need to give their members space. 

Every salesperson on your team should be answerable to you, but you should refrain from breathing down their neck for developments. 

Train them: You can't just give your salespeople a script and expect them to sell like crazy without any training at all. 

You must build trust by investing in their education, ongoing training, and motivation. 

This requires giving them the resources they need to succeed, which means hiring great people willing to invest in their development as much as you are investing in theirs.

9. Turn Mistakes into Opportunities

It would be best if you never tried to prevent errors from happening — this will only cause more problems for you and your team later down the line.

Instead, embrace them, learn from them, and move forward with a plan to fix what went wrong. 

If something goes wrong and there is no clear solution, talk with people on the team and see if there is anything you can do to prevent further issues from occurring.

As a manager, you must ensure you deal with every salesperson individually. Create a good rapport with them so that when they do face a problem, they can come and discuss it with you. 

If an employee makes a mistake, assess the situation, take feedback, and do damage control instead of focusing on the errors.

10. Learn About Human Behavior

Human behavior is essential in ensuring your sales team can deliver results every day. 

If you can understand how people think, you'll be able to use that knowledge to motivate them and push them beyond their comfort zone.

For example, if a salesperson makes a mistake, they may feel embarrassed or ashamed. 

However, if they understand the reason behind their error and learn from it, they can move forward with confidence knowing that they're not alone in their situation.

It is not just about your sales team, though. It would be best if you focused on learning human behavior, especially your prospects. How to sell more? 

The answer is simple: focus on what makes prospects tick. You may think this is obvious — after all, if you want to know why someone is buying from you, ask them! Get customer feedback, do surveys and reach out to customers. 

But it's easy to get sidetracked when you focus on making sales. Instead, it would help if you started understanding your prospects' needs and wants. 

Focus instead on the behavior of those who have yet to buy your services but might be interested. 

How Video Communication Helps You Get There

Video communication is excellent for salespeople because it's easy to share and is much more memorable than a text message or email.

Video messaging helps you stand out from the crowd and is much more effective than plain old text messages. Here are some of the ways video communication can help with your sales:

Video Messages Stick

One of the most important things about video is that it captures attention. 

Viewers retain 95% of information communicated by video, whereas viewers only retain 10% of information shared by still images and text advertisements.

This means that your prospects will be able to see and hear what you have to say better with videos, which means that they'll be more likely to listen to videos if you want them to buy from you. 

That's why you should use video when sending out messages about new products or services or when trying to get customers excited about new developments in your business.

Video Is Easy to Reference on The Fly

It's a great way to explain your business and products, especially for new companies or startups.

 It's also an effective way to show how you work and what it takes to succeed.

For example, you should send a video instead of an email to someone asking for more information about your product but is yet to make an order.

This could be the final information they need before purchasing your product! 

They will be able to see exactly what they need to know about your product and save time by not having to read through an entire blog post or article.

Video Builds Trust

A video that shows customers how their lives will be better with your product will help them trust your brand more than any other type of marketing. 

If a customer feels like they need to learn more about your brand or product before they make their purchase, they may choose another brand over yours. 

This makes them less likely to purchase from you in the future because they feel something is wrong with what you are selling. 

A video showing customers' happiness after using your product can help build trust between both parties. 

Video Showcases Your Product Better 

73% of customers who watch a product video will likely buy a product from you. Because it better showcases your product. 

The video allows users to see what your product can do without relying on other mediums like written content or images alone (which are helpful but don't always tell everything). 

Video also allows you to showcase different features of your products without having them go through tiresome instructions or tutorials that might distract from their primary purpose: selling products!

FAQs: Sales team secrets

What is the secret of successful sales?

The secrets of successful sales are mentioned below.

  • Prioritize training
  • Segment your team
  • Set a strategy and align processes
  • You don't need every fancy tool
  • Promote creative incentives and reward tenacity and accomplishments
  • Check-in at Sales Meetings
  • Focus on the quality of your work
  • Focus on building trust
  • Turn mistakes into opportunities
  • Learn about human behavior

What are the 3 most important things in sales?

The three most important things in sales are - Listening skills, Value proposition (your solution), and Customer service skills (how you treat your customers).

Conclusion: Sales team secrets

These actionable sales team secrets will give your team the tools to start raking in the dough. 

Whether you're just getting started and cleaning the house or overhauling your sales process entirely, these tips should serve as a crucial starting point. 

So the next time you're wondering how to get your team moving in the right direction, give these secrets a try—you (and your sales team) will be glad you did.

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