As the owner or co-owner of your business, you live and breathe your project, but you can't do everything on your own. That's why the sales department is probably the first one you want to delegate. What if it doesn't work? Here are five reasons why delegating your sales may fail:
The model
You must be the prime example for your sales team. People remember actions more than words. So, if you are not minimally involved, no one else will carry your project forward. Show that you can lead your sales alone, but that you choose to delegate this task. Create “copies” of yourself, people who are as motivated as you are, to instill energy and values in your sales team. Only once this person is in place and trained by you will you be able to step away. Whether your subordinate is an employee, a supplier, or a self-employed worker, the rule remains the same. A good captain leads by example, only then will the foot soldiers go into battle alone on your behalf!
The profile
Look for resilient and daring salespeople who can handle rejection and challenges. Fear of rejection is natural, but some people are more resilient in the face of rejection. Most salespeople feel galvanized by rejection and difficult customers. Don't be afraid to choose a candidate who is eager to break new ground, even if they are more difficult to manage within the company. It is this combination of boldness and resilience that you should look for in your candidates. Although, let's face it, they will use this same talent to negotiate their working conditions and benefits within the company! Nothing is perfect, as they say...
Supervision and trainingSupervision and training
You won't always be available to your resources. Provide training videos, books, articles, training, a mentor, or a coach. There are many tools available today, so be creative. Content is more important than form, so make sure the information is relevant and usable. It doesn't matter if the image quality or rendering isn't to your liking. Your resource must know what to say and be credible with their clients. You don't go into battle empty-handed.
Motivation
Compensation and benefits are essential for motivating your team. The less supervision you provide, the higher the financial incentives need to be. A good motivation model combines financial incentives with an engaging work environment. The gain in money, benefits, or reputation is important. Would you do the same work that you ask your resource to do? Would you do it for free? No, and it's the same for those who do your business development.
KPIs
Use key performance indicators (KPIs) to objectively evaluate results. KPIs allow you to judge whether a project is profitable, balanced, or viable. To get good feedback on a resource, you need to have facts to base your assessment on. The mistake is to judge solely on revenue or impressions, which can distort the achievement of success. Hold sales meetings where you show the aspects on which they will be judged, the expected averages, and the minimum actions to be accomplished per period. Don't focus solely on tirelessly consulting your sales figures, but on meaningful actions that lead to results, including higher revenue.
In summary, to successfully delegate your sales, be present, choose the right profiles, provide adequate training, maintain motivation, and use KPIs to track performance.