15 Ways to Boost Your Sales Team in 2024

?? Hire dedicated sales/revenue ops: Ensure your reps have the right support, training, and compensation by hiring a director+ of sales ops. Let them handle administrative tasks while your salespeople focus on closing deals. ??????

?? Invest in training and onboarding: Improve your onboarding process by heavily investing in training. Create a comprehensive course and update it regularly. Implement a buddy system and listen to recorded sales calls for continuous improvement. ????

?? Specialize: Ease the pressure on your sales team by hiring individuals to acquire, manage, and qualify leads. Allow your closers to focus on closing deals. ??

?? Set realistic quotas: Ensure the majority of your reps can meet their quotas. If they consistently fall short, something needs to change. Set them up for success, not failure. ??

?? Optimize lead routing and management: Work with sales ops to optimize lead distribution based on each rep's strengths and preferences. Some reps handle more leads or certain customer segments better. Fine-tune this process for a 20% boost in performance. ??

? Eliminate underperformers: Don't waste leads on sales reps who consistently fail to close deals. Redirect those leads to your better performers and witness the magic of increased conversions. ??

?? Engage with prospects and customers: As CEO, participate in Zoom meetings with prospects and customers. Aim for 6-10 customer Zooms per week and also meet them in person. Your involvement increases the likelihood of closing deals and reduces customer churn. ??????

?? Improve alignment between Customer Success, Account Management, and Sales: Recognize that the sales process doesn't end with signing a contract. Reselling and retaining customers are crucial for scaling. Foster closer collaboration between these teams, involve Customer Success earlier in the sales process, align goals and quotas, and optimize incentives for upgrades. ??

?? Segment your sales approach: Consider having separate teams for enterprise and SMBs, specialize in key verticals, and assign dedicated personnel for managing platform partners. It might be time to reevaluate your sales structure. ??

?? Focus on customer marketing: Don't neglect marketing efforts towards your existing customer base. Support sales with upsells and additional seats. Effective customer marketing can be as valuable as demand generation, especially in high net revenue retention scenarios. ??

?? Celebrate successes: Recognize the hard work of your sales team and celebrate wins. Sales can be challenging, so it's important to acknowledge achievements and boost morale. ??

And a few additional thoughts:

?? Consider a Jan 31 fiscal year: If you sell to enterprise clients, shifting your fiscal year end to January 31 can reduce holiday stress. While it won't work miracles, it allows your team to relax a bit more during the holidays. ???

?? Plan a customer conference: Organize your first customer conference, even on a small scale. It brings prospects and customers together, aids in upsells and account growth, and improves overall customer satisfaction. It's a simple way to support your sales team. ??

?? Find a Demand Gen Leader: If your marketing head lacks expertise in demand generation, seek out a dedicated leader who can generate leads, opportunities, MQLs, SQLs, and more for the sales team. Give your sales team the support they deserve. ??????

?? Host Weekly Webinars: Conduct weekly webinars to assist the sales team. Prospects can invite others from their organization to attend, providing a middle ground between 1-on-1 demos and a group setting. Webinars offer flexibility and alleviate pressure. Make them a regular occurrence, allowing the sales team to promote them consistently. ??????

Remember, consistency is key. If it's not held weekly, it won't become a reliable resource for the sales team.

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