Becoming a leader of your sales team or business doesn't come easy. There is a specific approach built upon some of the great business-minds of our past, so take advantage of it. Delivering the perfect model will reflect upon you, your team, and the business as a whole.
Presenting a feasible plan that delivers results begins with a threshold for goals. Motivating your sales staff or employees will provide an accomplishment factor that keeps everyone on top of their game.
However, you have other areas to focus on as well:
#1 Quarter, Semi-Annual, or Annual Reviews
In order to accomplish the overall goals of the company, your employees should have a set of goals themselves. When you have your quarterly, semi-annual, or annual reviews, their progress will be documented. If everything goes accordingly, good things will happen.
Unfortunately, there are times when an individual doesn't meet his or her goals throughout the year. In this case, you need to address the situation. This will include their strengths and weaknesses, but more importantly, how they will fit into your company in the future.
#2 Taking it a step further
While reviews have a major impact on the work ethic of a salesperson, the conversation shouldn't be one-sided. Take the time to ask them to review themselves. This additional step will make them to commit to what needs to be fixed and where they shine the most. It also allows you to document their progress in these areas until the next review occurs.
Once this step is complete, there are no excuses in the future. They know what is expected of them, where they need to focus their energy more, and the consequences if it just doesn't work out.
#3 One on One Meetings
Setting up a weekly meeting isn't enough when it comes to keeping everyone on the same page. We highly recommend taking advantage of individual meetings, especially the sales teams. Some people need to be kept on a "shorter leash" than others, so a once a month meeting would help.
You could provide everyone with their own quota (based on skill set), or do it as a team. If you want to get the most from your sales force, the former would be better. There can always be goals set forth for everyone, but when it comes to maximizing the skills of your workforce, an individual setup works best. This the "C" class won't feel like the goals are unattainable.
If you take advantage of what reviews can do, it will be easier to hold everyone accountable. The end result is better production and more motivation from everyone.