Professional Evolution | Ambition of your Salespeople: In France, 4 out of 10 workers report that their professional ambition has fallen over the last 5 years. Accompanying your teams, especially commercial ones, in their evolution is necessary for their well-being, an element that is essential to their motivation. So how do you ensure that your sales forces grow in skills? Here are the 4 key points to remember to accompany and develop the ambition of your salespeople with the help of Professional Evolution.
Professional Evolution 4 things to Remember
- Developing their Skills
According to an IPSOS study (2), only 6 out of 10 workers believe that their hierarchy is concerned with the development of their skills and training. To avoid this feeling, it is necessary to be attentive to the expectations and needs of your sales teams in terms of skills, whether it is acquisition or renewal. The company must therefore make available to its sales people all the means to learn, to train on a daily basis, at any time.
For this, offer them more mastery of their environment. Why, for example, do not give them access to content that can be consulted at any time about their activity and their sector? Or do you provide training courses to your sales staff so that they can train themselves on a daily basis through micro-training modules?
These modules are an effective way to train your sales forces on a daily basis, especially on subjects of specialization. Today, most consumers, mostly in B2B, collect as much information as possible before buying. It is therefore essential that your sales people always have a head start. They must be able to advice, accompany the client, and for this they must reactivate their skills on a daily basis. Accompany your salespeople to accompany their customers.
- Make them gain Independence
Beyond the possibility of self-training, it is necessary to offer them autonomy in the management of their objectives and their performances. Indeed, accompanying the professional development of your teams goes hand in hand with the fact of making them gain in responsibilities. Salespeople must be able to self-drive, under the “reversed management pyramid” principle: the salesperson contacts and asks his manager for advice when he feels the need or when he encounters Difficulties in its missions. The manager then plays more of an advisory role and less of a supervisor, to encourage the initiatives and responsibilities of his teams.
This autonomy can be realized by a clear platform of monitoring of the performances in real time, more playful, far from Excel tables not engaging. This type of ergonomic interface allows you to combine performance management with commercial animation. It is a question of changing the traditional hierarchical barriers so that the salesman becomes the manager of his own performance. Thus, thanks to clear signals, it can formulate its own strategies and solutions to optimize its activity.
All this in order to allow him to focus his attention on what is important to him and let him draw the conclusions.
- Give them Confidence
To evolve and develop one’s ambition, one must gain confidence and self-esteem. For your salesman to gain confidence, give him the opportunity, for example, to share his good practices and experience with his employees. The exchange of good practices is an essential element of the commercial animation and improvement of the commercial. This also helps promote communication and good humor within your teams by focusing messages on successes and positive.
Thus, the salesperson will feel recognized for his work and skills.
The commercial challenge, provided that it is addressed to all the profiles of your commercial team (at least performing to the “top performers”), can be an excellent way to give confidence to the commercial ones. For example, one can imagine a challenge by “steps” that will reward the achievement of a precise objective, fixing in advance several types of objectives. So that this confidence and this challenge are about the duration for all salespeople, one can imagine a system of sub-challenge whose counters are reset to 0 every week or month.
- Offer him a Benevolent Coaching
And you, commercial director, what place to adopt in all this? In addition to providing him with the tools to acquire skills, autonomy and trust, the accompaniment of the manager to coach and encourage the evolution of the salesman within the company is paramount. By adopting an open, flexible and reassuring communication, you allow your employee to build confidence in him while accompanying him in his professional development.
For example, it is advisable to favor the expression of the personal feelings of your salespersons: “What do you feel after this appointment?” It can be asked. It is also important to explain the stakes of the organization and the overall strategy to encourage team involvement. Thus, the commercial can project to consider its evolution and aim towards a common strategic objective, and not only personal.
To promote the professional ambition of your salespersons, it will be necessary to find, on a daily basis, a balance between all these key points. So how do you find that balance? There are today innovative digital platforms that combine performance management and commercial animation with a fun and comfortable ergonomics. This is what Incentive offers, a platform that brings together managers and salespeople within your company for a modern experience of commercial animation. Incentive extracts data from your CRM to present it in a more digestible and efficient form, allowing you to accurately measure your achievements against your goals.