How A Small Sales Team Can Still Make a Big Impact

December 30, 2017 | Blog, Resources

Sales managers need to do what they can to make an impact with their sales teams, whether they are massive or just a few people. You have to find a way to pull out all of the stops with whatever resources you have. Every day, your sales reps can be impacted by outside perception of them, so they will try to do what they can, but they may still lack motivation. This is especially true if you are going through a dry spell and it is difficult to find highly qualified sales leads.

Still, in order to sell, salespeople need to believe that they can do it. If you want to improve the impact of your sales team, there are some steps that you can take to make it so.  

Here are some ways to make an impact:

Set Realistic Goals – And Then Celebrate When You Make Them

This one might be the most obvious, but it is also one of the most important. You have to have a goal in mind, and most people do. However, you need to remind them of the goal so that they know what to aspire to and how they can measure success. You may want to break quarterly goals down into smaller bits so that you can have more celebrating.

These goals don’t always have to be about sales quotas – you can get creative with it. Work with every individual on your team to find out what will motivate them.

Find A Purpose & Make It Apparent

People who find their purpose at their jobs tend to do better at it. As a manager, you have to keep your team engaged and fully supportive of the underlying mission. Make sure that every new hire knows what that mission is and how they help to add to it. This is especially true for millennials who need to have that sense of purpose.

Give your salespeople a sense of purpose that will inspire them to work harder and smarter, inspiring brand loyalty.

Generate Trust Amongst Team Members

The foundation of all good sales teams is trust. Everyone on it has to feel like they can trust everyone else. If you don’t believe that people have their best interests at heart, it will be difficult for anyone to feel inspired and driven by the work they are doing.

As a leader, you also need to have their trust. The best way to do this is to be straightforward but not tyrannical. Do not try to hide things – let your team know about any problems.

Focus on helping and stepping in where you are needed, trust is just as much about actions as it is about words. You want to create a comfortable environment where everyone feels appreciated, engaged, and trusted.

Recognize Success

Your sales reps want to be rewarded, so you should aim to do it often. It doesn’t have to be a commission. Instead, it can be a dinner, a party, or just recognition during a meeting. Everyone wants to be recognized in front of their peers.  That praise and recognition is enough to keep them motivated and working harder.

Allow For More Creativity

Rewards don’t have to be monetary, campaigns don’t have to be like they’ve always gone, and sometimes you can have a little bit of fun and make an even bigger impact than you ever have before now. Maybe you reward your team by offering to do something that they all hate: you take on the cold calling for the day. Maybe you will do something funny like shave your head or beard if a goal is met. Or maybe you’ll spend the day in stilettos. Whatever it is, think outside the box and get your team excited.  

If you are afraid that you will go too far, get input from your team members to find out what will motivate them.

Once they are motivated, allow them to be more creative in their approach to sales. Fostering a community of creativity will have repercussions into the greater organization.

Small Teams Need Big Data

Small teams need big data to help them to connect with potential clients in ways that are efficient. By working with big data that will better explain things to you, you will have an inside advantage when you do reach out to a sales qualified lead.

Creating and maintaining a healthy sales pipeline is crucial to help you meet your sales targets – and maybe even exceed them. To get there, you may need some help. That is where MRP can assist you – we have tools that carry out the predictive analytics that form the foundation of your sales pipeline. Give us a call today to find out more.


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