New sales ideas are only as good as your team’s willingness to use them.
So how do you get your team on board? What needs to happen to make sure everyone feels like new methods and processes are worth some discomfort at first?
Here at CFS, this is something we’ve had to really hone in on over the years. We go into sales organizations and create streamlined processes, methods, and best practices for a wide array of companies. The one thing that must happen for our Sales Growth Program to work is ownership.
Everyone from CEO to Sales Assistant needs to take ownership of their position in the firm as well as their ability to contribute to the program. The best ideas aren’t generated from the top down. They’re generated by discussing success stories, common problems, pushbacks, and more.
How To Generate New Sales Ideas: Talk to Your Team
1. Develop a Sales PlayBook
This is the most important step in generating new sales ideas. Your Sales PlayBook will act as your hub for everything you need to know about selling at your organization. The PlayBook should be broken up into 5 areas:
The PlayBook is where your team will go to find email templates, prospecting tools, common problems, and more. It’s the baseline for generating new sales and is where you will put all the ideas you generate after reading this blog post.
The fact of the matter is that collaboration plays such a huge part in generating new sales ideas that we named our Digital Sales PlayBook, Collavia, after it. There are no two people on your sales team that will be able to come up with the perfect sales process for every single rep. With that said, it’s important to get your team together when trying to generate new sales ideas.
We recommend scheduling weekly or bi-weekly meetings with specific goals and an overall timeline.
It’s important to have the proper tools when getting your team together. You don’t want anyone to feel like you don’t appreciate their time. Having your PlayBook will let team members know exactly what is happening and what they need to be doing – (ours includes a video activation guide to help you build out all these new ideas.)
If you need help in the innovation department, I recommend watching our webinar with Rob Cordova. He goes through a 5 step process of developing new ideas and makings sure the entire team in on board.
At the end of the day, collaboration relates to the ownership aspect I talked about in the beginning of this blog post. If people are a part of the idea process, they will have ownership of the new way your company sells.
3. Stay Fresh
This is exactly why we create PlayBooks for all of our Sales Growth Program clients. It’s not enough to come up with new ideas once a year. Your PlayBook is what we call a “living and breathing document.” It’s not a one and done project. You and your team will add to the PlayBook after each great sales call you have, after you come up with a great new email template, and after anything else you do that will help the rest of the team.
Ultimately, it’s important to stay fresh because new ideas go stale – fast. When things go stale, sales reps will resort to other means of closing sales and everything you worked towards implementing will go out the window.
These three tips will get your team on the right track to coming up with ideas that are effective and benefit as many people in the organization as possible. Remember to keep the big picture in mind. And don’t forget that creating a Sales PlayBook for your firm is one of the best investments you can make when it comes to keeping your sales methods fresh and fun.
Have any other ideas on generating new sales ideas your reps will actually use? Let me know in the comments!