Lori Richardson gives sales advice

On June 20^th, Lori Richardson, founder and CEO of Score More Sales, spoke on the importance of engaging sales professionals to produce higher results. She warned against having a singular focus on growing revenue, and not supporting and encouraging your sales team.

Here are five tips on how to get them fully inspired.

1. Be inclusive

Don’t write off a team member simply because they have a different style than you do. At some point you will need to decide how much time you should invest in each employee based on the potential payoff. But give everyone a fair opportunity to succeed. Let your staff know you have an open door policy and remind them of that regularly.

2. Be an example

The sales leaders who are really leaders (and not just managers) demonstrate all of the things they expect others to do. Remember, you are setting the tone for the team. Are you prompt? Do you show up when it is important for you do to so? Do you behave professionally? Showing passion and connection to the company will drive innovation and move the organization forward, because your reps will follow suit.

3. Be visionary

Take the best ideas elsewhere and see how you can apply them to your own environment. Steve Jobs, said that he and his team would look for the very best things humans had designed, and try to incorporate them in their own products and processes. In addition, get creative when it comes to finding ways to reward your team members for their success. Gamification and awards are a great motivator.

4. Coach to strengths

Everyone on the team has different reasons for why they are in sales. Richardson shared that she became the head of the household at a young age. She wanted equal pay and sales was a way to get it. She also strived for recognition and found it rewarding to “beat the guys.” Learn what makes your team members tick and what their needs are. One rep may benefit from constructive criticism, while another will require very little handholding.

5. Be in it for the long haul

Host a regular innovation meeting, whether it’s weekly, quarterly, or yearly. Bring together product managers and your sales team. Look for ways to leverage the product and company strengths to ultimately grow sales. Regular brainstorm sessions give people the freedom to suggest ideas, without worrying about criticism. Often the most elegant idea is not the first one.

For more information on getting the best out of your sales team, read our ebook Five Steps to Better Sales Performance, at the link below.