Want to get more out of your sales team?  Here are 10 tips on creating a profitable partnership between you and your salespeople.

By Brian Offenberger, NJL Sales Training

#1 – Pay attention to them.

Listen to your team as most of your best ideas come from workers closest to production or closest to the customer.  Solicit their input for improvement opportunities and cross-train to allow employees to learn from each other.

#2 – Use salesperson input.

It’s not just enough to ask for team member input…you have to use it.  And make sure the rest of the team knows when you did.

#3 – Pay for performance.

You simply must find a way to tie salesperson pay into the profit performance of your company.  For employees that are part of sales team work groups, consider offering production incentives or profit-sharing.

#4 – Minimize layers of management.

Push down authority to the lowest possible level within the organization.  Teach your team to think and act like “mini CEOs.”

#5 – Tell your people you care about them (and mean it).

How people are treated goes a long way in determining how they’ll perform, especially in the long term.  What people really want to know is what they do matters.

#6 – Focus on salesperson development.

Show salespeople what they are learning and how it will help them advance their skills and career.  Explain how assignments help an employee reach a development goal.  Learning and development are high priorities to strong salespeople.

#7 – Guard your culture.

Your philosophy and heritage are important and cultural compatibility should be a big focus of your hiring and policy efforts.

#8 – Set clear goals.

Salespeople must clearly understand their role on the team and have a performance goal.  Make goals specific, measureable, attainable, realistic and timely (have a time frame associated with the goal).

#9 – Celebrate accomplishments and support people when they make mistakes.

Money isn’t the only way to inspire salespeople.  Recognition is often a great motivator.  Recognize accomplishments and you’ll see your team striving to do more.  When salespeople make mistakes, correct the mistake and focus on the behavior.  Treat people with respect and dignity.  You’ll have less repeat mistakes and a better attitude in your team.

#10 – Take some calculated chances.

Every strong business realizes the importance of taking risks.  Your sales force appreciates a progressive company that’s striving to grow and improve, especially in this economic climate.  Embrace new technologies, new marketing approaches and new processes for it is those things that ensure your survival.