The Envisage Recruitment advantage is that we understand the layers of your business through our long term working partnership. As we recruit for you, we are not only finding suitable candidates that fit your culture, we are building high performing teams aligned to your vision.
Our recruitment team have recently been building Sales teams for a number of our clients. This is in preparation to meet their growth strategy and seasonal spring uplift.
We work with our clients to build high-performing sales teams that increase sales and grow your organisation. To do this we design the roles and structure it to support growth. This involves more than just hiring new team members and tracking sales numbers. Onboarding, training and performance coaching play a critical role in realising this vision.
If your business is looking to establish a sales team, here’s what to consider.
1. Determine the type of sales team you need.
The type of sales professionals you need on your team depends on your business model, the nature of your products or services, your growth trajectory, and your target market. Consider whether you need inside sales, field sales or both, and then how these roles relate to each other – the sales team structure.
2. Hire the right team members
High-performing sales agents possess the skill to think outside the box and give thoughtful responses in conversations. They’re coachable, curious and willing to learn from others. Most have a competitive streak that drives them to work hard and achieve results. Below are a few roles that could make up a sales team:
| Role | Description |
| Sales Administration | Administration and implementation of sales |
| Sales & Marketing Assistant | Administration and implementation of sales and marketing |
| Account Manager | Maintain and grow client relationships over time |
| Key Account Manager | Maintain and grow critical client relationships over time |
| Sales Consultants | Persuade customers to come on board using demos or proposals |
| Customer Service Reps | Work directly with customers to increase sales |
| Business Development Manager | Establish relationships, bring in new accounts for the team |
| Head of Sales / Sales Managers | Lead the entire team by keeping everyone on track and on target |
3. Design a repetitious sales process.
A sales process is a set of steps that your sales team takes to move a prospect along the sales funnel. The funnel includes prospecting, connecting, researching, presenting and closing. To improve your sales operation, make sure your sales reps are delivering a consistent customer experience. They will do this by following a sales process so they can achieve repetitive outcomes.
4. Determine KPIs to measure success.
As the saying goes, “What gets measured gets done”. By establishing the right key performance indicators (KPIs) and clearly communicating sales goals to your team, you can get everyone aligned with the company’s medium and long-term vision.
5. Train and motivate your team.
The onboarding process is key to ensuring that everyone shares the same institutional knowledge so your team can deliver a predictable and consistent sales experience.
6. Implement the right sales and communication tools.
Effective communication, digitalization and automation allow you to scale up and gain results quickly. Use these tools to your advantage by tapping into the vast amount of customer information you’ll have at your disposal. Effectively using the right sales tools will facilitate your desired sales culture increasing your ROI.
7. Improve talent retention.
It’s important to analyse your attrition rate and see how you can improve employee retention. For example, proper training, advancement opportunities, fostering an authentic management and leadership culture, has proven to increase employee engagement, and boost morale. These factors will improve employee retention.