Sending the Right Vibes to your Sales Team

It is a given that as a company leader, you have to do what you can in order to make sure that you serve as an inspiration to your sales force. As a leader, it is up to you to make sure that you give them the push that they need in order to feel the drive to sell, sell, and sell. This is where competitive intelligence comes into the picture. The thing is; your sales people might not be able to comprehend what you are saying at all times, so you go on and give hand outs that stress the points that you want to achieve. However, you are again faced with another dilemma. The fact is that these people have a lot more to do than just sit around and read whatever you give them. So how do you get your point across?

One word: VIBES. No, it doesn’t mean feelings or sensations. What it actually means is Value-Added Intelligence using Benefits, Experience and Synthesis. But what does this mean, exactly? In retrospect, it is an in-depth analysis of your competitive methods, how they affect you and your company and what you do to respond to them. This analysis only involves all the important details. No flowery prose that could take up too much space. You have to put emphasis on detailing all the good benefits of your products and services to the prospective customers that the sales force will be speaking with. You also have to make sure that your sales force has enough experience in the field that he or she is involved in and that you do as well. Otherwise, you might not be able to answer any of the questions that will inevitably be thrown at you. Lack of knowledge would also mean that you will not be able to do the correct analysis of all the data that you have in your disposal. Synthesizing is the last important step. This means weeding out all the key points that you have unearthed into a concise, yet comprehensive information packet that your sales team can look through in a short time and maybe even bring with them as reference as they go about with their job effectively.

However, even as you do all this, it might still be too much for a single person to take on and comprehend at once. That is when you need to bring out the big guns, so to speak. You can involve product and subject matter expert to help you impart all the vital information. There is a wide variety of ways that you can use to help you and your team out. You can do one-on-one coaching sessions, phone consultations, email discussions, group meetings and whatever other way possible. You just have to make sure that your team fully understands and that you are available if they need you.