5 Steps for a Bullet Proof Sales Team

Hey, guys, what's up? Matt here from Sales Sniper. And today what we're going to talk about is the five steps that you need to take to have a bulletproof sales team. Make the most money, get the most sales, keeping the longest stop, sales staff attrition. We're going to do that five things. Make sure you, like, subscribe, watch all the way to the end because the last one is the one that is going to affect you the most. All right, cue the intro. So step number one is having a culture of success and openness. Success means that the guys are actually making sales. They're loving it, they're having a good time, they're making money. And all throughout the process, they. They enjoy working for you and they are allowed to be successful in multiple parts in their life. The first part is financially. The second part is career. You need to be able to have a pathway forward. Salespeople are not oak trees. They don't just stay there. They need to keep moving, keep doing stuff. So make sure that you have a pathway in your organization for people to grow and thrive over the long term. Otherwise you will lose them. You'll have a good salesperson and you can just throw them away because you couldn't be bothered putting that in. The next one is openness. You have to be able to have a really good relationships and conversations with your sales staff. This is so incredibly important. And I think that a lot of sales, A lot of business owners just treat their sales stuff like crap and I don't care about them. When, as a salesperson is having a slump, it is almost always an emotional thing that they're going through at the time. It's got nothing to do with anything else. Sometimes the leads can dry up and be shit. That's. That is what it is. But a lot of the time they're going through something. So you need to have a culture of openness where you can support them through that. Support. Support them through it, not just get angry at them. Okay? So step number one, culture of success and openness. Watch. Number two, healthy competition that does not favor certain salespeople or certain types of selling. Okay? So you need to have metrics that make it fair. So if you've got like guys selling high ticket and guys selling low ticket don't go off contract value because only, only one of those, only one of those teams can ever win that. Whereas if you go on like cash collection, if you got guys selling 30k offers, let's say two, two and a half grand a month, whatever it may Be they might only be collecting the first month, but you might have guys selling a 5k offer that are getting all paid in fulls. There's no reason why those guys selling the 30k offer month to month can't collect the first 2, 3, 4, 5 months up front. So you need to have a metric in which people can can win no matter where they're at. Even for like your triagers or whatever. You need to make sure there's fun friendly competition amongst teams or amongst individuals that is light hearted and fun and you can gamify it in a bunch of different ways. There's a program called Spiff that you can get which you can gamify your sales. You can have highest close rate, highest people going from sales call all the way through to from triage to sales call, highest show up rates. You just create metrics that are really beneficial for your business. And probably the one that you don't want to track is probably close rate and like the amount of sales made because you want to track like the lower down metrics that make it real fair. But you know if there's lower down metrics are on point and that's going to equal more sales anyway. So you're kind of like focusing on the process rather than the outcomes which is very beneficial for your team. Okay, so a healthy competition that does not favor certain types of salespeople or certain types of products. Okay, that is step number two. So step number three, okay, is clear and concise KPIs where they are given not only the knowledge but the tools to achieve that. So clear and concise KPIs, knowledge and tools smashed together to make a really good sales team. A lot of business owners are very, very bad at having clear and concise KPIs. And so. And we also have to give them the tools to achieve that. Whenever there's a bad sales team, it's always the manager's fault. Bad sales team equals manager's fault because they have not been given the tools that they require to be successful on a regular basis. People generally speaking do not just go out of their way to make shit happen. Some do. Those people don't last very long in organizations all the time. The massive go getters. The they will usually find a way to leave if they're not being fulfilled properly. Which is all part of step one and step two. Okay, so what we have to do, okay and listen close. What we have to do is really make sure that people understand their KPIs and they are given the Tools and the opportunities to hit them. And if they are not, that needs to be made clear. And then they need to be given a pass and people need to be given retraining on specific areas that are not hitting KPIs. Which is why your KPI can't just be number of sales made, that can't just be your only KPI. It's just, it's very pedestrian and lazy. Okay, so that's clear and concise KPIs and the tools in order to achieve them. The pillar number four, it's four things. It's training, training, training and then some more training. Your sales team needs to be training constantly. We do one hour per day of role play and then the guys that's as a team. And then we do two one hour group training sessions a week and then we do one on one training with everybody every week. So they're probably getting like two hours a day of development, I would say. And we're not over developing by. What I mean by that is that we're not introducing all new concepts all the time. We're just working on developing their weaknesses. That's it. We want to make their weaknesses, their strengths and then make their strengths even stronger. The way that we do that is by constant and consistent development that is planned and has a purpose. So step number one is culture of success. Step number two is a healthy competition that doesn't favor certain types of reps. Number three is clear and concise KPIs plus the tools in place to be able to achieve them and opportunity. Number four is training, training, training and more training. Number five is don't be a dick to your salespeople. They are human beings as well. So this is for you, the business owner. Stop thinking that salespeople are going to produce immediately. Stop thinking that salespeople are going to produce always at the same rate. And if someone has a high week, they're probably going to follow with a low week. Not because of a mindset issue, but because of a logistical issue. If you have a huge week, chances are you just tied up a whole bunch of deals that were all in the pipeline all in the same week. The next week is might be a little bit normal or a little bit lower simply because you just tied up a whole bunch of those deals so you have less opportunity the week after. So stop doing the whole like oh my God, you crush it this week. That's the new normal. That is such a damaging mindset to put into a stuff salesperson and stop making them do the Babe Ruth and point to the wall, right? You can't be like, hey, how many sales are you gonna make this week, man? It's like, well, fuck, as many as I possibly can, dude. As many as I possibly can. Because that's how I make my money. It's always. The answer is always as many as I possibly can. It's not like I'm gonna do 15 this week. We did eight. Well, you're a piece of shit. It's like, yeah, but the KPI was 4, so I'm a rock star, right? So just. Just think about the things that you say and think about the logistics of what you're asking for and just don't be a dick. Salespeople are human. If they're having a tough time, don't fucking make it worse for them. Just help them out, help them through it. That's what you're there for. It's what good management does. Okay? All right, guys. I hope that was helpful. Those are my five top tips to having a bulletproof sales team. My sales team is great. I love them. We have great culture. I think everyone's happy. At least the feedback that I get is everyone's happy. We don't really lose anyone, which is great. And I think that I put all these things and more into place. So if you like more of this content where I talk about how to manage sales staff, make sure you let me know down below in the comments. Smash the like button, which is here. Make sure you hit the little notification bell, which is here. And make sure you subscribe somewhere here. Okay, guys. Alright, thanks very much for listening. Hope you have a great day and peace.