How to Get Your Team More Active In Their Sales Approach


If you have a sales team, you know you’re not in this alone. As an entrepreneur, it can be hard at first to delegate such crucial responsibilities to others even though you know how essential it is to spread out the work. After all, you only want what’s best for your brainchild. 

Your team’s performance has a direct impact on your client base and your bottom line. That’s why it’s so important to ensure that your team is prepared to actively sell — you want salespeople, not order-takers. 

Here are some strategies for shifting the office dynamic and pushing your team to be more active in their sales approach.

Implement a consistent training program

Many small businesses consider training programs unnecessary since their teams usually remain relatively small. But remember: organization (or lack thereof) doesn’t discriminate. Whether you’re bringing on one or ten employees, creating a system for new hires to train under your guidance is essential. 

A training manual is a prime example of a self-guided program. Not only does it save you the time of personally answering every question during the onboarding process, but it also allows you to outline your expectations consistently to each and every person. Your sales process will run much smoother when everyone is working on the same page with the same information. 

Schedule check-ins with your team

A certain level of employee empowerment is essential for growth, but don’t assume that means you can leave them to their own devices. Schedule regular meetings every week or two to check in on their closing ratios, new leads, and other metrics that demonstrate what is and what is not working. Choose a consistent day and time so your employees will know to come prepared with their progress. 

Consider including some competition-building strategies like recognizing the team member of the week or giving out small prizes based on performance. Healthy competition keeps employees driven and motivated to continue performing well.

Assess your employees’ strengths and weaknesses

Think about your strengths and weaknesses — some things you love to do, others you can barely tolerate. Perhaps that’s even why you expanded your sales team. Just like you, each of your employees has their own skill set and, as their leader, it’s up to you find the best role for them. 

In some cases, you may have an incredible employee who just isn’t meeting their numbers. Before you jump to let them go, take a moment to sit with them and truly understand what their challenges are, as well as what successes have been notable for them. There is a chance that you have an excellent worker that is in the wrong position. If you can understand their needs and transition them to a better-suited role, you will earn their full dedication because you respected them enough to address their needs instead of simply replacing them.

At the end of the day, anyone can sit around and answer phone calls while they wait for you to give an order. A great salesperson, on the other hand, has the initiative to go out and make sales organically. They don’t need a script because they are genuinely passionate about your product or service and educating prospects about their benefits. Identify the people who will champion your brand and you can’t go wrong.

Gain further insight from Meryl Snow in her upcoming webinar! Learn more here.

With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.