Yes I am old enough to remember Record Breakers on BBC TV !!!
I have been fortunate (or not possibly) to be involved in the world of technology sales for over 20 years and during this time I have seen lots of different ideas, lots of sales skills programs, lots of people from other industries telling sales teams what they should do to win business, some of them you would see helping dodgy 2nd hand car sales people close every deal they can, remember ABC.
However in the rapidly evolving world of technology sales, to have an effective team is more than just someone banging a drum and telling you about how things used to be when salesmen were men.
Today it is vital for organisations to stay ahead of the competition and help their sales teams achieve success. With the advent of technology, shifting customer preferences, and the rise of remote work, sales teams must adapt to these changes to drive productivity, foster collaboration and achieve remarkable results.
I want to share my thoughts on the key elements of a modern sales / commercial team and highlight strategies to we use here at Simoda which enable our team to deliver results.
Cultivating a Collaborative Culture
A successful sales team begins with fostering a collaborative culture that encourages open communication and teamwork. Gone are the days of individualistic sales approaches; Our team thrive on collaboration and shared goals. We do this by creating a supportive environment where knowledge sharing and feedback are valued.
Leveraging Technology and Automation
Embracing technology is imperative for any modern sales team. Nearly every business has a CRM (Customer Relationship Management) system, gone are the days where CRM's were budget busters, you can now get some serious functionality from free systems such as HubSpot, which we used at the start of our journey.
Sales analytics tools, and automation software streamline sales processes, improve efficiency, and provide invaluable insights into customer behaviour. Leveraging technology allows us to focus more on building relationships, identifying new opportunities, and delivering personalised experiences, rather than being overwhelmed by administrative tasks.
Implementing Data-Driven Strategies
Data intelligence is a big part of Simodas technology stack and in the age of big data it has never been easier to access the abundance of information available, I believe that you should never have to make another cold call again if you just use the data and do your research.
Embracing Remote Work and Flexibility
The COVID-19 pandemic accelerated the adoption of remote work, and it has become a prominent aspect of a modern sales team. Remote work offers flexibility, enables access to a wider talent pool, and reduces overhead costs. However, managing remote sales teams effectively requires a strong virtual infrastructure, clear communication channels, and regular check-ins to ensure alignment.
Providing the necessary tools and resources, fostering a sense of belonging, and maintaining consistent communication are vital to the success of our remote workers.
Continuous Learning and Skill Development
We value learning & development as much as the usual sales activities because we believe that in the fast-paced world of technology continuous learning and skill development are crucial for staying competitive. Our team have committed to a continuous learning program which includes booked hours for training & regular interactive whiteboard sessions, as well as the usual vendor training.
Recognising and Rewarding Performance Across All
In a traditional sales environment sales reps fight for every penny of commission they can get, by having this you go against every principle above. Greed drives negative behaviours and delivers bad practices. Never more so than in the technology market place, this is why we created the Technology 1st strategy, where our sales / commercial team do not receive a commission plan for success.
Instead we focus on the technology rather than the profit, as we believe a solution that delivers successful business outcomes for our customers will be a profitable solution for Simoda.
Everyone in our business is enrolled into the company wide profit share scheme where 10% of our company profits at the end of the financial year after tax is distributed equally between every staff member.
A modern commercial sales team requires a dynamic approach that embraces collaboration, leverages technology, and adapts to changing market dynamics. By cultivating a collaborative culture, leveraging technology and data, embracing remote work, emphasising continuous learning, and recognising performance for all.
In other words, just how we do it.
I am proud to say our team is awesome, we don’t just this think this ourselves but our customers love our approach.
If you are in a commercial sales role and want to learn more, feel free to drop me a line.
If you are business and would like to engage with the Simoda commercial team then please get in touch today, we are here to help.
Thanks for reading
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