Approach each customer with the idea of helping him or her to solve a problem or achieve a goal—not of selling a product or a service. So teaches motivational speaker and sales expert Brian Tracy.
That’s the baseline mantra of any good sales team. But that’s just the baseline. There are many factors that go into building a strategic sales team that drives your top line and ultimately enhances your bottom line. Here are six other considerations:
1. Hire the right people.
Without the “right” people on the team, the team will never see the “right” results. Although you want skilled salesmen in your pack, skills can be taught—motivation cannot. Don’t be afraid to create a team with a blend of seasoned high achievers and less-experienced candidates who are motivated and eager to learn.