The sales team has to add value beyond product knowledge by building longer term relationships and sharing a company’s expertise freely with prospective clients.
Tampa, FL (PRWEB) February 07, 2014
It’s no surprise that most business owners start the year off with the goal of growing their business and increasing revenue. The key challenge for many businesses is ensuring they have a well-prepared, properly-sized sales team in place to meet their lofty goals.
Kathleen Steffey, CEO of Naviga Business Services, narrowed down the top three actions companies need to take to improve their sales leadership strategy, setting their team up for success.
1. Plan ahead. “Estimate the proper size for your team based on the increased sales targets and your traditional metrics such as typical sales per representative, or average sales price for expected unit sales,” Steffey said. “If you need to ramp up your team during the year to meet your goals, start early as it often takes 45-60 days to hire the proper candidates and you need to allow time for training as well.”
2. Adapt leadership to evolving sales strategies. “The sales role has changed dramatically over the last 10 years. Buyers are more informed and are not easily swayed by ‘cold-calling,’” Steffey said. “The sales team has to add value beyond product knowledge by building longer term relationships and sharing a company’s expertise freely with prospective clients.” If your current sales leadership is not prepared to develop and lead your sales team in this new environment, you should plan now to bring on sales management with a proven track-record of successfully leading a consultative sales environment.
3. Get aggressive. “A growth environment is energizing,” Steffey said. “It’s no secret that successful companies set aggressive goals and back them up with firm plans.” By aligning your leadership with a properly sized sales team to match challenging objectives, you will set your organization up for long-term growth and success.
To learn more about Naviga’s sales recruitment services, call 866-487-4156 or log onto http://www.navigaservices.com.
About Naviga Business Services
Naviga Business Services, headquartered in Tampa, Fla., is a specialized recruiting agency dedicated to finding top sales and marketing talent across North America. We have been serving top employers, along with sales and marketing professionals, for over 10 years. For more information, visit http://www.navigaservices.com and follow Naviga on Facebook and Twitter.