A good sales team, though, does more than just sell product. Here are five things your sales team is selling besides product, whether they realize it or not. As the first people who speak with potential customers, your salespeople are front-line brand ambassadors for your company. I would tell and sell our story with passion, and I know our sales team does it every day. And while some companies think they can hide a bad culture, the rotten truth might be very apparent to customers as they interact with salespeople. If they do decide to work with your company, they will interact with your people frequently. Your team. Others also need to become advocates as you acquire more business. Salespeople are expected to understand how things work. Value your sales team and equip its members to be masters of sales -- capable of pitching all the amazing elements your company has to offer.
Whether you’re in the steel industry, fashion or IT, selling is integral to your company’s success. A good sales team, though, does more than just sell product. Sales roles are customer-facing and interact with prospective customers, too. They’re responsible for bringing in and keeping a steady stream of business. It’s a good idea to keep in mind that your salespeople have the potential for greatness — potential you can use strategically to your advantage.
At our company, the value of a good sales team has come into sharper focus with every passing year. In an increasingly competitive marketplace, there’s an urgency like never before. Businesses must stand out with a unique and clear value proposition. Having a great product is one way to rise above the crowd, but it’s far from the only way — or even the best.
Here are five things your sales team is selling besides product, whether they realize it or not. And if they don’t already, it’s important they begin to ASAP.
1. Your story.
As the first people who speak with potential customers, your salespeople are front-line brand ambassadors for your company. They’re selling your reputation. Even more important, they’re telling the story behind who and what you are, how you got there and where you’re going.
Every brand needs a narrative. Every person on your sales team should know yours and be able to share it with prospective customers. Our salespeople know our company is a family business at heart and that we’ve grown ambitiously by taking on more than just steel. They know our vision and how to convey the message I would send, were I able to jump into sales for a day. I would tell and sell our story with passion, and I know our sales team does it every day.
2. Your culture.
Without a strong culture, it doesn’t matter how good your product is. Just look at how much trouble Uber had when the cultural toxicity behind its cutting-edge software was revealed. Sure, people still use Uber, but it’s a harder sell if you know there’s a hint of ugliness underneath it all. And while some companies think they can hide a bad culture, the…
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