Keeping the team productive!

Your sales team is out there, I mean they are out there (pointing out the window) on the streets, in the trenches. They are talking with customers, creating contacts, meeting new prospects - and they are hearing from them all the economic bad news and encountering all the paralysis going on....first hand. How can we keep the team productive, positive, reassured and executing on the right activities for the business?

There isn't a lot of room for error and now, more than ever, it is important to keep the team, not only productive, but laser focused on the activities that will produce results. This is critical to meet the objectives we have set. As a coach, I'm often asked the three following questions by sales teams and sales leaders:

Should I change my strategy?

I answer this two ways. No - stay true to your business and to the values you've established that have worked for you all along. Stay true to the core. Yes - as always, you need to address what your clients are most interested in and have that be part of whatever you are offering to them. In today's market, customers are looking for value - add to your offer or presentation how engaging with you and your product or service can save them money.

The client isn't budging - how can I close the deal?

Everyone is under budget and profit pressure, even your client. Keep that in mind and assume that the deal is going to take longer to close than in the past. Also, make sure you're selling to the right person and you are across from a true decision maker. As budgets get tighter, your contact may not have final say anymore on the decision - you might have to do your presentation to your contact's boss to get the deal closed - make sure you know your audiance and anticipate questions you might get from their level.

What are some common mistakes I should avoid?

The sales people I typically work with are passionate people, they want to win, exceed and excel - they are emotionally connected to what they do. In a downturn like this, as leaders and coaches, we have to control those emotions to avoid the paralysis and to help the team stay focused on what they can control. In a time when sales are down and targets are not being achieved, financial motivation through bonuses might not be there but motivation through recognition can go a loooong way! Great coaches and leaders pick up the phone at the end of the month and recognize the superhuman efforts their team puts forth out there and provides encouragement.

Ask yourself these questions and think about your answers and activities in these uncertain times. It's tough out there and we've got to keep our teams closer in the tough times and remember that in this economy, everyone has to work harder just to produce less.