Is it possible to have a sales team alone?
This is the SalesHeroes podcast, bringing superpowers to sales professionals.
Who came to talk to us today is Vinicius Estrella, Startech’s current sales head.
Today he will talk about how a generalist salesperson can have excellent results even without a sales team.
Meet Vinicius in our Community
Before we go straight to today’s content, I would like to ask three little questions:
- What made you a super sales hero?
- What is your super power?
- What’s your kryptonite?
- Is it possible to have a sales team alone?
- What does a generalist salesperson do?
What made you a super sales hero?
Dealing with people, I am passionate about exchanges, interactions and problem solving.
Every good salesperson has to enjoy challenges and have ambition.
What is your super power?
Even more than liking sales, I am passionate about business. I try to look at the customer in a super consultative way and understand the customer’s pain more than how it fits my product.
What’s your kryptonite?
I talk too much, sometimes I have to hold back because we know that one of the great skills of a negotiator is knowing how to listen.
Now, let’s go for today’s content, because Vinicius is going to talk about a highly talked about subject, he will answer the following question for us:
Is it possible to have a sales team alone?
It’s possible, but it’s also a super challenge when you’re not on a sales team !
The world of sales has gone through a revolution from the ”does everything” salesperson to a vision by process specificities.
And when you are alone, starting this activity, you need to be the multitasking salesperson but without losing the efficiency of a professional who works in a segmented way.
For this to work, there are some ways and I, particularly, have been testing some of these as a Euquipe.
And today, I have separated some topics that I would like to bring you here:
What does a generalist salesperson do?
We know that this is not common, but that professionals are evolving a lot.
If I understand that the inside sales professional has several functions and that I, alone, will have to perform all these tasks, I start to organize myself so that I can work better with time (a very limited resource).
To be able to do this division correctly, it is very important to always have a clear routine management, that is, a subdivision of your day.
In my case, what I do is divide my days into papers and from that I can define my tasks for each day.
To support all this, it is very clear that we need to use routine management tools: from simple to more complete. For example: Google Keep, Google Calendar and the CRMs themselves.
Time is very scarce and if you waste that time with a lot of operational activities, without the proper tooling it is unproductive time.
Automating activities that generate little value are essential in this model. For example: instead of having to set up a contract in word, I can, through a platform, put some data and my contract be generated for each client.
These are minutes that, over the course of weeks, make a lot of difference in your work!
An interesting point that I also think is very important, is that I went through all areas within sales and realized that at some point, some salespeople get lost in their routine after a while due to lack of interaction.
How much you can interact with people outside our environment will influence your work, both internally and externally.
If you’re on your own, see your CEO or someone in another area so you can discuss whether what you’re doing really makes sense.
What you cannot do is fall into a routine and stop experimenting.
And this, I, as a ”team”, I often cannot do without the help of others.
So, talk to other professionals, be part of a community like SalesHeroes , ask for their opinion on their processes.
As you are alone, you need to build your evolution process and that’s where the next question comes.
What are your challenges to do this quickly?
This challenge if being a team alone it almost doubles my pressure on my learning curve because I don’t have anyone to direct me all the time.
I need to grow and learn very fast so when I have someone else I can go through the whole process.
And another mistake that may seem like a cliché, but it happens a lot, is to stop studying.
For this, what I do is set goals. In the same way that I have a billing goal, I also have a goal of reading books and I try to respect that as much as possible.
Every time I read, I constantly try to do an exercise to take the concept I just learned and bring it into my sales pitch or script.
This is basically my continuous improvement process which definitely makes me able to ramp much faster.
Also, as I said, I am very much in favor of exchanges so I have been looking for a formal mentor, I want to understand and meet business entrepreneurs so I am literally prospecting these people.
One thing that I think is very important and the concept of consultative sales brought to us is that the salesperson has to think like a business consultant .
Lastly, always remember to experiment. Of course this is a risk and I often do these tests during the call to see the result in practice.
It is putting face to face to be able to validate the hypotheses to find out what works best in your business.