How to Build a Successful Sales Environment
11 minutes read
What is a Sales Environment?
Sales environment is the culture, habitat, and camaraderie you cultivate for your sales team. It encompasses
The way you physically organize your sales floor
The emotional environment you encourage in the meetings and presentations
And the way you incentivize your sales representatives
How do you define a Good Sales Environment?
The concept of sales environment is vague and intangible. It differs from company to company. So how can you gauge how good is your sales environment?
Here is a simple way to understand this. Ask your sales reps these questions,
How do you feel when you step on your sales floor?
How do you describe the mood in your office every day?
What’s it like to work for this company?
If the answers to these questions are overwhelmingly positive, then it indicates that you have a good environment on your sales floor. Basically, you want to have an environment where your reps feel positivity, inclusivity, success, and happiness
Why should you care about having a good sales environment at your organization as a sales leader?
A sales environment is the deciding factor of how successful your company is going to be.
On the other hand, a negative, toxic sales environment can lead to low morale, high turnover, and negative results. So, cultivating a positive sales environment is worth your time, effort, and investment. It helps in not just boosting the productivity on the sales floor, but also aids your company’s profitability and longevity.
Types of sales environments
Now let’s unpack the types of sales environments and how to ensure success in each.
Your sales environment can be categorized based on a number of factors like:
Where you are selling from
Who you’re selling to
How do you incentive sales and more
Based on these, your sales environment falls into one or more of the below categories
1. In-office Sales Environment
This is the type of sales environment with which we are most familiar. This is the physical office layout where you maintain an in-person sales team.
How can you ensure a good in-office sales environment? A good in-office sales environment should be transparent, positive, and collaborative
2. Remote Sales Environment
This kind of sales environment has gained popularity since the onset of COVID. As more organizations have moved towards the work-from-home model, it’s important to create a positive and collaborative remote work environment.
3. B2B Sales Environment
If you are in B2B business, you are dealing with and selling to other businesses. In a B2B sales environment, sales representatives have fewer customers, larger sales deals, and longer sales cycles.
So, here you need to encourage your sales teams to engage in consultative selling, where they build long-term, mutually beneficial sales relationships with customers.
4. B2C Sales Environment
B2C sales environments see more transactional selling. Here the sales reps sell lower-priced items and they are not always required to maintain long-term customer relationships.
However, you still need to encourage them to build rapport with and delight their users, even if they’re one-time customers.
5. Incentive-based Sales Environment
Every sales environment, be it in-office, remote, B2B or B2C, operates with some sort of incentive plan. An incentivized sales environment nurtures healthy competition and motivates the sales reps to meet or exceed their sales goals.
It also helps in cultivating a goal-driven environment on your sales floor. This type of environment allows your managers to set personal and team-wide goals to focus on each month, quarter, or year. This not only motivates your reps to meet their goals but also provides a way for the managers to measure progress and growth over time across the team.
Lastly, in an incentivized sales environment, you will be able to create positivity and a sense of achievement amongst the sales reps by publicly broadcasting their wins and incentivizing their performance
Tried and tested ways to craft a good sales environmentNow let’s discuss some tried and tested strategies for crafting a successful sales environment that
Motivates and inspires your salespeople
And drives your organizational success
You can use these strategies regardless of the type of sales environment you operate in– in-office, remote, B2B, or B2B.
1. Get involved in the hiring process
Having the right people with the right attitude and motivation at your organization is extremely crucial to create and maintain a good sales environment. As the head of the sales, you need to ensure that the new salespeople that get hired have the qualities that are suitable for your sales culture.
2. Set clear goals and expectations from top to bottom
Creating a work environment of clarity and clear metrics is important for a happy and cohesive team. If people are unsure of the systems or expectations around sales, it creates a culture of uncertainty and sets people up for failure, infighting, and fear.
3. Focus on front-line managers’ training
The front-line managers play a pivotal role in creating cohesive and successful sales teams and hence a successful sales environment. Yet they are the ones who get the least amount of training and enablement.
4. Frequently interact, inspire and boost the confidence of your salespeople
Being a sales rep is not easy. Your front-line sales reps go through a lot of rejections before finally closing a deal. And they consistently are under the pressure of meeting quota. It would be a great energy and motivation booster for them if they get to hear a few inspiring words from their head of sales
This way you will be able to establish trust in the leadership and company’s vision amongst your salespeople.
5. Closely monitor the performance of each sales team
Make sure that you keep a close eye on each sales team’s performance. Regularly check how close each team is to achieving their targets
6. Personally appreciate and reward the top performers
Always recognize good performance. Promoting a culture that openly celebrates excellent work gives life to more excellent work! So when your reps hit their numbers and close big deals, make sure that you personally appreciate them. Present rewards publicly for their performance. This instills a sense of pride amongst the winners and motives more people to earn this recognition
7. Encourage a transparent, innovative, and fun work environment
Don’t make your sales environment solely about achieving the sales targets. Include a bit of learning & development, innovation, and fun activities in the workspace.
All these things combine to make a truly transparent, passionate, and fun work environment
Final Words: Apart from adopting these strategies, your employees are the ones who can really tell you what kind of sales environment they would like to have. So, work closely with them and understand what motivates and drives them to be successful. Then, take this information and bake it into your sales culture.
Trust me on this, your employees will be extremely proud, delighted, and thankful to you if you give them a positive sales environment that provides thrilling opportunities and incentives
Do you know the famous CEOs who once started their careers as sales reps?
Read Warren Buffet, Mark Cuban and more such top leaders - Top 10 CEOs who started as Sales Reps
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Published on Fri Jan 29 2021