The Best Way to Grow A Sales Team in 2024

I've lost count of how often people have come to me, frustrated with their underperforming sales teams. The energy is low, the results are disappointing, and it feels like everyone's just going through the motions.??

They expect a quick fix – a new tool, a different strategy, a fresh marketing angle – but those are just band-aids. I always tell them the same thing: focus on your people.?

Sales is a people-driven game, and without a motivated, engaged team, none of those other tactics will matter. So, here's what I recommend for building a sales team that truly thrives.

1. Hire the Right People?

While strategies, technology, and market trends are huge in a sales team's success, hiring the right people cannot be overstated.?

The right hires can boost your sales team's growth far into the atmosphere. The wrong hire, conversely, can drive your team into the deep depths of nothingness.?

Not only this but hiring poorly also has a huge impact on your bottom line. How much by? Well, that depends on how bad they really are - however, some people say it’s up to 30% of their yearly wage.?

So, if you want to grow a sales team in 2024, start from the ground up. Try to hire the right people the first time, every time, by having a rigorous interview process.?

Fire Quick, also…?

Now and then, you’re going to hire the wrong person. It happens.?

Typically speaking, most people are awful at hiring - 75% of employers have hired the wrong person.

To ensure it doesn’t impact sales team growth, fire quickly.

Of course, you have to be reasonable with this. How quickly you fire someone will depend on their resume, current experience, etc - some people need time to gain experience.?

What I mean by this is don’t let bad hires stick around. More often than not, bad hires are employed for way too long, which is when they start impacting sales growth.?

2. Set Clear Expectations?

If your team doesn’t know what you expect of them, they’re unable to deliver the results YOU WANT - period.?

Clear expectations ensure alignment, accountability, transparency, and trust. It also reduces any conflicts, as everyone should be on the same page.?

When setting expectations, use C.L.E.A.R:?

• Communicate: Discuss expectations frequently and encourage feedback.
• Link to Goals: Tie individual and team expectations to company-wide objectives.
• Evaluate Process: Track performance against established KPIs and goals.
• Accountability: Ensure everyone takes ownership of their responsibilities.
• Review and Adjust: Regularly assess expectations and make necessary adjustments.

Setting clear expectations allows your team to take ownership of their roles, strive to beat expectations, and “level up” in their career.?

As salespeople, we’re competitive by nature. These expectations are competitions, competitions in which salespeople want to win - directly impacting sales growth.?

3. Provide Training and Ongoing Development

Markets and industries change. Just look at what AI has done in the last two years. Incredible.?

Simply put, if your team doesn’t know or aren’t knowledgeable about these changes, they won’t have a competitive edge; they’ll have quite the opposite.?

If you want sales team growth in 2024, you need to invest time, money, and resources in training your team to generate the results you want. Simple as.?

The type of training and ongoing development you provide them will vary from business to business. The best way to decide the best options is to understand their weaknesses.?

Take a look at your team, their KPIs, their current growth, and more, and see what they’re lacking. Once you know this, you can fill this gap and give them the training needed to grow.?

4. Create a Positive and Collaborative Team Environment

Positivity and collaboration are two very important aspects of success, regardless of the job.?

With sales, if your team isn't positive and/or collaborative, they’re not motivated, creative, or eager to succeed.?

If you want your sales team to grow in 2024, you need to create this favorable environment. Doing so may even require you to hire, fire, or train individuals.?

The PERMA Model??

One method to create a positive workplace environment is by using Positive Psychology.?

Martin Seligman, who’s known as the “Father of Positive Psychology”, created a model that we can all follow: The PERMA Model:

• Positive emotions
• Engagement
• Positive relationships
• Meaning
• Accomplishment

By focusing on these five key areas, you create an environment where salespeople feel valued, motivated, and connected with their work, directly impacting sales growth.?

5. Motivate Your Sales Team?

With sales, motivation plays a huge role in a team's success. An unmotivated team, well, won’t perform. And as a team leader or business owner, it’s up to you to fire them up and get them selling.?

Right, so just give them more money, right? No.?

The correlation between pay and motivation isn’t as strong as you may think - A really good study from Harvard Business Review uncovers this.?

Money can decrease intrinsic motivation, especially for already interesting or enjoyable tasks. When employees are primarily driven by extrinsic rewards, their intrinsic motivation and engagement tend to decrease.

What’s best is to focus on intrinsic motivation, such as investing in a more positive work environment, opportunities for growth and development, and simply recognizing employee contributions.?

6. Track Your Results?

If you want your sales team to grow in 2024, you need to track everything. Literally everything to the finest of detail. With this information, you can make data-based decisions and invest in your team the right way.?

Start Growing Your Sales Team in 2024

At the end of the day, your sales team is your most valuable asset. So, treat them like it. Invest in them, motivate them, and give them the tools and support needed to thrive.?

If you need help doing this, let Jayce Grayye Consulting & Recruiting help. My team has helped many business owners like you create a robust sales team that not only thrives but grows.?