Set the Bar High For Your Sales Team
In sales, everything is goal minded. Business owners have daily, weekly and monthly goals or quotas to shoot for in order to reach the intended number of sales to be a profitable business.
What type of expectations do you have for your sales team? Are they going to do everything they can to reach their expected goals? Set the bar high for your sales team.
Studies show that if teachers set minimum goals for their students, the students will only perform at minimum levels. The same is true in sales. By setting higher expectations, you give the team a reason to reach beyond their norm and push to the limit. Here are tips on how to set high expectations:
- Set expectations and not quotas. High expectations are a behavior that is expected from your sales team. Behavior is contagious and derives from the sales management team. If management is lacking in high expectations, chances are your team will perform at lower levels.
- Rapport. Build similar rapport with your sales team that you would have with your family. You expect more from your family since you have built a relationship over time and know what they are capable of. Expect more of your sales team to get more.
- Model Management. Set high standards for the management team. If the management team does not expect more from themselves, they cannot manage the team in a similar fashion.
Equip your team with the resources and tools to reach the ultimate goal, your highest expectations.
I personally find success to be the sweetest when I have completed all tasks I set out to do for the day and not only met, but exceeded, expectations. Encourage your team to experience the same. Pass that same feeling off to the sales team to give your business the greatest success.