FEATURE SALES interesting and illuminative. For example, get your industry veterans and marvellous millennials to present to each other on a work-related topic of their choice. You’ll be amazed at what you’ll all learn. 3. EMBRACE THE MILLENNIAL WAY OF WORK Millennial salespeople may have their downsides, but they also have plenty of advantages. Most of them are more techsavvy than your traditional salesperson and understand how to use various digital platforms to successfully engage with prospects. Social media is one such tool that can be used to communicate with your customers and prospects in an easy, personalised manner. Millennials are typically eager for training and they learn new skills enthusiastically. Your more experienced salespeople, possibly a bit stuck in their ways and reluctant to change their habits, could learn a thing or two from their millennial colleagues. The converse is true too: a new salesperson could benefit hugely from the knowledge of your more experienced team members. understand each other’s strengths and weakness, and how to play to the former and minimise the latter. Back at the office, make sure that you have solid No matter how successful your sales team, their approach to selling will need a regular refresh to stay relevant.” operational processes in place that are clearly understood by everyone. You need your team to work together efficiently with as little distraction as possible. If they are communicating well, they will collaborate successfully. It’s vital to ensure that no one is left in the dark on any matter that will impact their work. If you’ve made a new hire, pitched for a new customer, or implemented a new CRM – everyone needs to know before the fact, not after. No matter how successful your sales team, their approach to selling will need a regular refresh to stay relevant. The cleaning supplies market is highly competitive and salespeople are already being challenged by a lack of technology and training. Unless your company builds a culture of success and embraces change, it risks going backward rather than forward. 26 DECEMBER / JANUARY 2017 CLEANING HYGIENE TODAY 4. OFFER INCENTIVES Salespeople are rather competitive by nature. Why not up the stakes and run sales contests at work? Or pit colleagues against each other for a prize or even an extra day’s holiday? Gamification, the use of game design elements such as points based league tables and ranking systems in the workplace, is inspiring healthy competition and collaboration among many sales teams – and achieving impressive results. Recognition is an important reward; some may say more so than a cash bonus or allexpenses paid holiday. When a salesperson or team performs well, acknowledge it generously and this will motivate others to try and achieve the same level of productivity. 5. ENCOURAGE COLLABORATION Get your team out of the office from time to time and encourage them to get to know each other. Help your salespeople
Cleaning Hygiene Today December/January 2017
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