Sales Team Checklist

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1. Recruiting 
   • List key skills and knowledge you require from potential candidates.
   • Have a description of sales objectives you want your future team to achieve.
   • Schedule time limits required for recruiting the team.
   • Choose geographical locations to be covered for salespeople searching.
   • Assign a person(s) who will search for candidates.
   • Arrange interviews to assess a candidate’s overall sales abilities.
   • Decide if your company can use outsourcing as a way of sales team recruitment.
   • Consider working with a professional employment agency to look for the best candidates.
   • Visit special sales recruitment events (e.g. job fair) organized in your location to find and communicate potential candidates.
   • Also visit various online resources to read sales rep CVs as well as publish your vacancies.
   • Use Internet as a way for communicating with possible candidates in real-time mode.
2. Building.
   • Clarify team goals and objectives.
   • Identify any issues inhibiting the team from reaching their goals and objectives.
   • Create an action plan to address the issues and enable the goals for successful achievement.
   • Develop a strategy for making sales calls.
   • Assign a team leader and other senior salespeople.
   • Establish performance indicators for the team.
   • Make a schedule of daily meetings.
   • Create other schedules for teamwork management.
   • Consider using telework and virtual tools as ways for collaborating with remote or outsourced salespersons.
3. Motivating.
   • Design a compensation plan prior to hiring anyone.
   • Choose a compensation approach (commission-based, salary-based, productivity-based).
   • Define a guaranteed minimum income for a salesperson.
   • Use the power of benefits (maternity leave package, paid holidays, medical and dental benefits) to motivate and retain your sales team.
   • Develop a recognition plan that is based on non-financial benefits and encouragements.
4. Training.
   • Provide necessary resources and materials for skill development.
   • Organize special-purpose training sessions (such as handling sales objectives, getting referrals, negotiating price) with assistance of sales management experts.
   • Consider using a case-study approach for training your salespeople.
   • Organize necessary post-call coaching and counseling.
   • Arrange team meetings to discuss current hot prospects and track changes occurring in the selling process.
   • During a meeting, ask your senior salespeople to prepare a list of the most critical issues and then engage your sales team to brainstorm the issues and find solutions.
   • Organize special workshops to allow your sales reps to exchange ideas.
   • Have extensive libraries of brochures and training materials that your salespeople will use for studying.
   • Assign senior salespeople as mentors for more junior sales reps.
   • Turn daily sales meetings into sales training sessions.
5. Leading.
   • Manage daily activities of the team to track status of daily, weekly, monthly and quarterly goals.
   • Engage team members in performing daily duties and responsibilities, such as prospecting, phone calls, sales forecasting, sales leading etc.
   • Lead full sales cycle support practices.
   • Coach salespeople and develop their skills.
   • Keep track of team performance and look for ...

Order 750 checklists in MS Word and PDF printable format at $49.99 USD only.

BUY NOW!

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