Sales Team Enablement: Prescriptions for Success (Part 1)
What attributes enable your sales team to achieve peak performance? This is the first portion of a four-part article series, you will learn how to enable reps with the right strategy, skills and support structures to prepare them for success.
~ ~ ~ ~ ~ ~ ~ ~ ~ ~ "Take two aspirin and call me in the morning."
Wouldn't it be nice if that simple prescription solved all our ailments, both health and work related? When it comes to overcoming obstacles related to enabling your company's sales team, it may seem that you need an extra strength solution. Whether you're a sales manager leading this enablement effort or a supporting player assisting with the cause, try these prescriptions for success.
| Ailment: Because your sales team is spread all over the country (or the world) and rarely all in the same place at the same time, you can't figure out the best way to keep in touch with them. |
Symptoms:
If you're suffering from this communication ailment, you may have the following indicators:
- Everyone in the organization, from Marketing to Learning & Development to IT, faces difficulties distributing information to the sales team in a timely manner and in a mode that is easily digestible for their busy schedules.
- Sales managers struggle to communicate with each salesperson enough to ensure he or she is following the appropriate business practices with prospects and customers.
- Salespeople may not ask for help until they're too far down the wrong road, which can lead to reduced profitability, increased employee frustration and poor customer service.
Prescription:
Do you feel like you're continuously putting different bandages on this gaping wound? If so, take an objective step back from the issue to analyze your existing communication processes and identify the specific barriers to success. Go to the source, the sales team, and solicit their ideas. Ask them questions such as:
- What expectations do they have for communicating with the sales manager, team and other members of the organization?
- What's holding them back from communicating more?
- What barriers prevent them from communicating successfully?
- What are their preferred communication methods?
- What will make them feel more supported, productive and satisfied?
With this insight, you are more equipped to fine tune the team's communication strategy and get the necessary buy-in when implementing it.
Keep in mind that a "standard" communication solution may not be the "best" solution. For example, you want to use methods that build a sense of community and teamwork but also methods that protect both employees' privacy and company confidential information. If you're not feeling tech savvy, ask for volunteers to research and try out some solutions. The following chart may also give you a few ideas, many of which our clients have worked with us to implement.
| Communication Challenge | Examples | Solution |
| You need to distribute time-sensitive or mission critical information |
|
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| You want to send general information |
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| You want to privately communicate with one employee |
|
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| You want to collaborate with the team |
|
|
Once you've identified components of your communication strategy, be sure to identify simple ground rules and expectations for communicating. If you base these on the initial input you received from the team, you will realize more success.
In part two of this article, we will review the drawbacks of a one-size-fits-all training approach and discuss learning strategies that address the multiple issues salespeople face. Until then, we welcome your thoughts and would love to include your comments in our published series of this article!
Continue reading:
Sales Team Enablement: Prescriptions for Success (Part 2) →
Sales Team Enablement: Prescriptions for Success (Part 3) →
Sales Team Enablement: Prescriptions for Success (Part 4) →
