Sandler Training - June/July 2020

WWW.CROSSROADS.SANDLER.COM / 208-429-9275 / JUNE/JULY 2020

5 WAYS TO BUILD A MORE PRODUCTIVE SALES TEAM NOT SELLING? TAKE A LOOK AT YOUR LEADERSHIP FIND YOUR EDGE

I’m going to be straight with you: This is a tough time to make a sale. Because of the pandemic and its economic fallout, companies and individuals are tightening their belts and their wallets. Now more than ever, your sales team must be productive — and that starts with the team leader. “ “GREAT LEADERS CHANNEL THE GENIUS IN THE ROOM; THEY DON’T BARK OUT ORDERS AND CALL IT A DAY. INSTEAD, THEY WORK LIKE SAVVY FOOTBALL COACHES, MIXING MOTIVATION, ENCOURAGEMENT, AND STEELY- EYED RESOLVE TO REACH THE SHARED GOAL.”

standing in the way? While there’s no silver bullet to achieving sales effectiveness, managers can take several steps to influence and enhance team performance. Here are five keys to unlocking that productivity.

1. STOP PLAYING ‘PRETEND TEAM.’ According to Leonard Glick, an executive professor of

management and organizational development at Northeastern University’s D’Amore-McKim School of Business, most sales divisions are actually “pretend teams” full of individuals with their own motives. To combat this, ask yourself these questions: What are our shared standards of excellence? How much collaboration is there as opposed to lone wolves working the field solo? How much joint problem-solving is going on? The answers to these questions will reveal where you need to start in creating a unified sales culture. 2. GO TO BAT FOR YOUR SALES REPS. In my experience, too many managers merely tell their teams how to behave rather than show them through example. To build a successful, motivated team, you need to be right there

It’s easy enough to rally the troops with a pep talk, but rousing speeches and motivational platitudes only go so far. What about removing barriers to performance or driving change proactively rather than reactively? What about all the paperwork and meetings

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