Look for people who ensure the formation of an engaged team , who feel like “owners of the business”;
Promote the construction of a positive environment in relation to the results to be achieved, whether with positive comments and bonuses for goals achieved.
You will see that this is the type of recipe for ensuring the success of a sales team. The profile of the sales professional and the team will also greatly influence the success of this work.
Before structuring a team, we need to understand the france business email list desired sales profile. This will depend largely on the market in which your company operates, its services, products it offers, objectives and competition.
The best profile, therefore, is the one that ensures that the processes in your company are carried out in the best possible way, bringing growth and results to the team.
To think about the ideal profile for a sales team, we need to reflect on some characteristics that these people need to have. They are:
Be agile and have initiative , as some products need to be negotiated urgently.
Competitive employees are persistent , as they like challenges and especially “winning” their “bets”.
A person who thinks before acting is considered meticulous , equipping themselves with information before making decisions, and usually has well-executed and well-presented work.
Dynamism must be a strong characteristic, as the salesperson must adapt to each customer they encounter on the sales journey. Listen, understand and adapt to each need, changing their speech whenever necessary, creating the need in the customer before informing them of values.
Empathy is essential to relate well with customers.
Resilience to deal with the many “no’s” that sales professionals face on a daily basis.
After considering all these characteristics, you will need to think about the structuring of this team and the importance of each position within it.
From the many sales teams I have worked with here at Econodata, I can say that 2 types of professionals have been fundamental in leveraging this process:
Role of Sales Development Representative – SDR in the sales team
The SDR is the professional on the team responsible for the initial approach and qualification of leads (potential customers) by profile. To do so, he or she needs to generate value and attract attention so that the lead remains interested in the solution provided.
It is necessary to think about the profile we want from the client so that we can move on to the next stage. The SDR will pass on the more mature client, knowing their own pain points and, most importantly, knowing the solution to solve them.
In the book “ The Sales Acceleration Formula ”, Mark Roberge mentions the main characteristics that you should consider when hiring any professional for your sales team:
Coachability: the learning capacity that the individual has when being trained;
Work ethics: how committed he is to his responsibilities;
Past success: results of your past experiences;
Intelligence: ability to understand complex concepts and teach them;
Curiosity: interest in knowing more about processes and learning new things.
This professional also works with commercial intelligence , as he needs to know the Ideal Customer Profile – ICP well and how to work productively with the lists generated from this process.
Business intelligence helps the SDR to better qualify the lead, verifying whether it really fits with the solution offered, through the ICP parameters and other internally defined parameters, such as budget , for example – a periodic budget, usually annual, made by a company, where cost, revenue and expense variables are inserted, defining a chart of accounts .
This creates enough urgency for the lead to be passed to the closer (salesperson), in a process known as passing the baton.
Role of the Closer or Sales Executive
The closer is the professional involved in closing sales , he is the expert in getting the client to sign the contract!
In many cases, what the customer wants is not what they really need and the closer will signal to them what the need is and how your product can help them.
This professional's focus is on the client's pain points , after understanding what is getting in the way, he will communicate assertively to close the deal.