扩展您的销售团队？不要犯这12个危险错误

更多的销售人员等于更多的销售，对吗？错误的。扩大销售团队对于发展健康业务至关重要。在正确的时间进行，您的公司将成倍增长。bob全站app在错误的时间进行操作，您的公司可以在六个月内关闭。bob全站app

不要只是雇用自己的肠子。采取战略方法来扩展您的销售团队，并做出明智的招聘决策，以使您的组织有所帮助。查看这12个错误，以避免扩展销售组织。

1.人口过多的领土

Scaling your sales team almost always means bringing on new reps. And while that's exciting in its own right, it means that you — as a sales leader — have more balls in the air.

这意味着更多的错误空间 - 尤其是在误解员工或不小心过多的现有领土时。成功扩展销售团队意味着优化效率，如果您随意分散新员工，您将不会看到他们的全部潜力，并且可能会阻碍您现有团队的运营。

So, how do you avoid that dilemma? Well, you start by looking at three key factors: A territory's potential, its existing accounts, and your reps' broader workload.

Do you have sufficient green space in the territory? Are your current customers in the area productive and satisfied? And do your reps in the region have the bandwidth and energy to get more out of it?

With that information in mind, you can get a better picture of what kind of hires you can make for a given territory — if you need to make any at all.

2. Hiring Out of Desperation

大量的时间can pass between determining you need headcount, receiving budgetary approval, posting a job listing, and thinning the herd of candidates down to a top three.

在整个过程中保持对细节的全面关注是关键的，但长期的“雇用困境”可能会损害您的团队 - 但是您不能让这种挫败感对您的决定有太大影响。

不要出于方便而雇用您不会出售的人。为您的候选人带来牢固的标题。如果您想要在SaaS背景的人，请不要为认为SaaS是一种态度的人满意。

Low-quality hires dilute your team's collective talent, can mess with your culture, and ultimately undermine your sales org's results. Make sure you make the best hires you can — even if it takes a while — and your team and business will benefit as you continue to scale.

3.提供不足的培训

If you're not investing in a sensible, effective, comprehensive training program for new reps, you're selling your team short. Onboarding new hires with a single day of orientation and a few weeks of shadowing are certainly convenient — particularly for small or rapidly growing sales teams — but it makes for inconsistent and low-quality work from your reps.

如果您想确保您的代表在同一​​页面上并且能够有效运作的配备最佳，则需要进行彻底，统一的培训。这种程序设置了一个高度，确定的酒吧，您所有的销售人员都意识到并期望满足。

Before hiring to fill a gap, take a look at your salespeople and decide whether training or coaching could help them perform at a higher level. If you can make existing reps more efficient, invest there before expanding your team.

4.使用过时的薪酬计划

薪酬是最终激励措施。从字面上看，这是任何销售人员首先工作的主要原因 - 因此，如果您想确保您的团队保持尽可能的效率，那么您需要制定一个周到，有效的薪酬计划。

未对准的薪酬是您可以朝着团队的方向和动力施加最糟糕的扳手之一。这就是为什么它可以为您定期检查计划并确保其随着团队的增长而与您的季度业务目标保持一致的原因。

如果您要扩展到新的领域，并且勘探是本季度的重中之重，请相应地补偿您的代表。下个季度将这些潜在客户转变为新业务吗？改变奖金结构以反映这一点。

例如，如果您想鼓励勘探，您可能会为每周提供10个以上演示的每位代表提供100美元。这样可以确保销售代表获得正确的工作。这也使他们更有效地推动业务实现正确的目标。

5.跟踪错误的指标

You can't know whether it's time to hire if you're not evaluating the right metrics, but finding them is easier said than done. One place to start is by tracking your reps' base compensation.

Once you have those figures, take a look at their variable compensation at the rate at which they meet their quota. Finally, review their average deal size and churn.

通过查看他们的目标收入，您将能够确定您的代表是否正在运转。这将使您了解是否是时候雇用新人的时候了，如果是这样，则可以招募什么类型的角色。

您的销售人员应该在六个月内将利润转变为租用日期的一年。如果不是，可能是时候取代他们或投资培训了。

6. Ignoring Role Pollution

一支快速增长的销售团队包含大量的行政要求，如果您忽略了这些要求，您将浪费销售代表在数据输入和其他繁琐的琐碎任务上的宝贵销售时间。

You can't afford to pollute your senior reps' jobs by having them pull too much administrative weight — so if you're finding that those salespeople are squandering time that could be better spent selling, consider making your next hire a BDR or administrative assistant as opposed to another sales manager.

这些员工是释放销售代表以尽最大努力，减轻不必要的压力，并使您成长中的团队的运营效率更高的成本效益方法。

By that same token, you need to make sure roles aren’t being diluted. If you have reps that aren’t functioning at full capacity, see if they can take on more responsibility before making another hire. If they can’t meet the numbers you need from them, it might be time to replace them instead of hiring additional headcount.

7. Not Aligning With Marketing

宽恕SAT的消息，但是您的销售和营销部门必须是共生的 - 一个没有另一个就无法有效地运作。即使是最有效的销售部门，只有在没有喂养高质量的潜在客户的情况下才能变得如此远。

因此，在您继续租用更多销售人员的情况下，随着公司的规模，请确保您的营销团队拥有带宽和资源，以使您成长中的销售团队的bob全站app良好潜在客户兴趣以利用。bob体育苹果系统下载安装

与市场领导力紧密合作，以衡量其部门是否可以满足新销售人员涌入的领先需求。如果他们不具备满足这些基准测试的能力，请考虑在添加自己的营销团队之前扩展您的公司营销团队。bob全站app

8.花太多时间预测而不是教练

预测对于衡量团队的潜在成功，建立适当的期望，设定配额并实现合理的目标至关重要 - 所有这些都是您团队成功的中心组成部分。

您需要进行周到有效的预测，但是您不能在此过程中过于固定。在某些情况下，您花费的时间构建和完善预测可能会持续太长，并且侵占时间，您应该花在指导团队的情况下。

每周至少几个小时来指导您的团队。如果您不这样做，那么您正在出售销售组织和个人贡献者。每周或每月进行一次检查，建立指导计划或实施季度培训日。

If your reps aren’t constantly improving, it will affect their growth potential down the line. By investing time and resources into making your employees better, you might be able to accomplish more without expanding your team.

9.超级雇用执行人才

如果您是一轮资金或高增长时期的新鲜资金，那么用高功率的执行人才堆叠组织的前景似乎很诱人。

在某些情况下，这对于您的公司来说可能是正确的举动，但是无论是否成功，这都在一个大问题上取决于：bob全站app“我们是否有合适的人来进行实际销售？”

如果您已经有了可扩展和高效的销售流程，那么最好雇用代表来处理它。如果您缺乏这样的方向或需要对销售团队的出售方式进行重大大修，那么将Fortune 500雇用的租约可能符合您的最大利益。

您不想获得昂贵的租金，您没有销售团队和收入来支持 - 因此，在招募高级人才之前，请尝试连续使用您的小巧，低级鸭子。

10.害怕修剪脂肪

If you scale strategically, you should be able to avoid making large-scale layoffs — but making periodic cuts is a natural, healthy part of how a growing business operates.

当您的销售组织只有五个人时，您需要的技能可能与您所需的技能相同，一旦缩放到50。理想情况下，您的代表会随着业务规模而适应，成长和完善您的技能，但这不是总是这样。

您的一些团队成员可能会在自己的职位上沾沾自喜 - 依靠他们在您的公司任职，认为他们缺乏增长。bob全站app

Keep a pulse on your sales team, and be honest with yourself and your current reps about whether their underperformance warrants replacing them with new hires who will bring more energy, enthusiasm, and life to your organization.

11.设定超出目标的目标

Ambition is obviously key to the success of any growing business — if you didn't have it, you wouldn't be scaling in the first place — but it gets away from a lot of companies as they expand.

No matter how confident you are in your sales team's ability to absolutely nail every last challenge that comes your way as you scale, you need to take a deep breath and measure your expectations.

Make sure您的目标可以实现。这可能意味着确保您的收入目标足够合理，可以让您建立代表可以达到的配额，同时仍保持脚步。

了解您的企业所在的任何成熟阶段，了解您的代表和公司的局限性，并相应地调整您的野心。bob全站app

Also, be sure to break down your broader strategic objectives into more easily digestibleoperational objectives使您的代表保持正轨和更高的精神。

扩展您的销售团队是令人兴奋，但是你不能让自己也得到可兴奋。确保您缓和雄心壮志，并设定销售团队可以达到的目标 - 如果正确执行此操作，您将处于良好的位置，以达到那些胸怀高昂的目标，进一步发展。

12.无视保留

您不能在不带新客户的情况下扩展销售团队 - 或多或少是缩放的方式，但您不能专门针对该过程。您必须了解如何在开始进入新市场之前保留客户。

开始工作并严格专注于收购是扩大销售团队的诱人前景，但不要让自己陷入陷阱。如果您的流失率为50％，那么在新市场中的近距离为25％对您来说不会太多。

Take the proper strides to keep your new customers on board. Make sure your reps are keeping in touch with the customers they bring in, ensuring that they're thriving with your product or service. Also, make sure your company has a solid customer support infrastructure in place to keep your customers satisfied.

收购客户比保留一位客户更昂贵，虽然如果您在桂冠上休息并避免从事新业务，则无法扩展，但如果您不能保留现有的基础，就会破坏您的增长。

在正确的时间进行正确的雇用，并在此过程中避免这些错误 - 您的销售团队，执行领导，整个公司和底线都将感谢您。bob全站app

编者注：该帖子最初发表在September 2017并已更新以获得全面性。