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Motivating, even identifying, the right behaviors in your sales team is always going to be a tough process. Which personality traits are making or breaking deals? How do you reinforce the positive behaviors to make them stick? Technology is advancing and face-to-face interaction is decreasing, making certain personality traits more important than ever before. Here’s a breakdown of the traits that top salespeople share. Better yet, we’re sharing how to best engage and motivate these all-star employees.
Many agree that communication is today’s most important skill — especially in a salesperson. The effective salesperson must develop the interpersonal skills that make their product or service indispensable to their prospect. Additionally, clear communication within a sales team is critical to ensure that all team members understand their individual role and how they can best support the team’s larger initiatives. A key attribute of a great communicator is that they are also awesome listeners. People don’t want to feel like they are being sold to. They want to feel like they are contributing to a solution. Through attentive listening, you can develop meaningful questions that allow you to tailor a product or solution to the needs of your client. A prospect needs to sense your team’s confidence in your recommendation to feel comfortable with implementing your solution.
A good team member should be able to think outside the box, see beyond the standard sales pitch and adapt to the needs of the customer and their unique problem. The days of one-size-fits-all solutions are long gone; the need to be innovative and forward thinking has never been more important. A great sales team doesn’t simply come up with the same answer for everyone. They tailor their solution to each customer.
It is what you do when faced with obstacles that determine your success in the long run. How well do you take rejection? Rejection is a big part of sales. A good salesperson is mentally tough, isn’t easily discouraged, and doesn’t take rejection personally. It is easy for them to bounce back from losses. They also learn from their mistakes and see failures as investments in the process. Oftentimes, the fear of failure is the reason why no one’s responding to your emails. Don’t be afraid to follow up on your follow-ups. As a team, each person should recognize that they don’t accept the first no as a final decision and keep revisiting and looking to solve their client’s problems.
As technology progresses and continues to impact sales teams, it’s fundamental to constantly adapt to improve sales processes to better reach customers. In addition to adopting and leveraging the latest technology, each team member has to adapt to changes within the sales industry as well as the client’s industry. Being flexible in strategy and approach is key when looking to maintain sales success.
True team players have a deep belief that your product or service will solve your prospect’s problem. This type of passion often borders on fanatical. It is easy to identify this in one key team member, but does the whole team exemplify this passion for what they are selling? Research has shown that when people love what they do, they are willing to put more time and effort into their work. It’s a personal investment. Being genuinely excited about what they are selling is contagious. The best salespeople aren’t afraid to show how passionate they truly are about what they are selling.
An effective sales team follows a preset framework for identifying and then approaching new prospects that fit within their target audience. By maintaining proper discipline, the team can have confidence that the prospects they are approaching are the right candidates for their product or service. They maintain this discipline even when it might be easier to lose their marketing focus and pursue less worthy prospects. With good discipline, your sales team can develop good sales habits that can be utilized daily to keep their sales activity on course and hit team goals.
Beyond just knowing why their product is superior to others in the marketplace, a great salesperson understands the strengths of its products that are unique to the prospect as well as the weaknesses of competitors. By understanding where others fall short they are able to educate their clients and maximize sales. They maintain a competitive edge through continuing education and a commitment to lifelong learning. These are the people on your team that are always hungry for new information making everything from their conversations to presentations interesting and innovative.
This one goes beyond a single trait. A successful sales team formulates a set of core values that helps them guide their recommendations to their clients. Look for people who identify and embrace the core values of the team. By creating a set of values that your entire team buys into, you can measure each team member more effectively and judge their performance on a consistent and measured basis, thereby improving and optimizing sales productivity.
Once you’ve identified the right behaviors, it’s time to start thinking about how to best engage and motivate your sales team. When you have a team full of all-stars and go-getters it can be easy for team members to lose sight of overall team goals. So, how do you keep goals top of mind and your salespeople on track? Here at Hoopla, we’re passionate about helping teams visualize their goals and have fun while doing it. When you can see the progress of your goals and get the recognition you deserve in real time, you reinforce short-term habits into long-term behaviors, changing your team’s dynamic for the better.
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