If you aspire to grow your business, your sales team will be relied upon to deliver the results. 

In a small business, the team can often be made up of only a few people, including the business owner.  Selling may or may not be the full time responsibility of any of the individuals.  This may prove to be problematic if the business wants to grow.

Even with full time sales people in place, continually driving sales growth can be difficult.  While some people may be very motivated to achieve, others may need guidance or encouragement to keep going.

In order to drive sales growth:

• Make sure you have the right sales people in place.  Sales growth cannot be achieved without a committed and full time effort.
  
• Shift the focus of the organisation from one concentrating on making or delivering a product/service, to one focussed on sales.  In other words, if you define yourself as manufacturing company that sells, shift the thinking to a sales company that manufactures.  This will focus all areas of the business on the sales effort, which will have positive flow-on effects for quality and customer value.
  
• Have clearly established targets and report on achievements on a weekly basis.  Trends, feedback, problems or issues can be discussed at this time so that the team is well placed to take advantage of any opportunities or counter opposition.
  
• Ensure the sales team has all the right tools.  From appropriate sales materials to laptop computers, make sure that they are prepared to meet a client.  Having the right tools will also allow them to maximise time on the road.
  
• Use incentives such as commissions or performance based pay to encourage greater sales.
  
• Ensure proper training. 
  
• Concentrate on solution selling acting as more of a consultant than sales person.  Make sure as well that the value and benefits of the product/service are being sold and not the features and functions.
  
• Encourage team work and show support.  Make sure that people know they are not in it alone and that everyone is working together to achieve results.  Positive feedback can also motivate individuals to do their best, and helps to create a positive work environment.

The sales plan should guide most business development and sales activities.  Ensure the team has involvement in formulating the plan so they take ownership to achieve the results.