The Importance of Choosing the Most Qualified Sales Force for Your Company

Your sales team can be the lifeblood for your company. They are the face and voice of your company each and everyday.  In today’s economy, a good sales team is now more important than ever. The days of selling-in a program, handing off the project to a team member, and moving on to the next sale are gone. Today, a sales team must take the time to know and understand what each customer’s needs are; to build a long standing relationship. This is extremely important in the trade show industry. Here at 3D Exhibits, we have stated before that no two clients or programs are the same.

A good sales team goes beyond the traditional traits, such as motivated, good leads or connections and past experience. These are all important traits,  however a great sales person must posses more. Otherwise you will be hearing the same-old sales pitch, and the sales person will not grow as the company evolves to meet the ever changing indsutry needs.

Here are some of the key traits I look for in a sales team.

• Bridging the Gap: A good sales person will provide other internal departments with the information and resources required to develop a successful program.
• Client Retention: Turning every client into a lifetime client is the goal for any business. Remember it is far easier to keep and nurture current clients than to gain new clients.
• Personality: This seems like a given but it is key to establishing relationships. I am not saying all salesmen have to be the “Life of the Party,” but the sales life cycle can drag out for an extended period. I have seen successful sales people with the following personality traits:
  • Dedication
  • Integrity
  • Passion
  • Creativity
• Understands the market: This is key in the trade show industry. Our clients’ needs are ever-changing, whether it be incorporating new technology, exhibiting internationally, or developing custom programming. Creatively thinking how clients fit into the market can be the key to landing a new account.
• Think like the client: This is important because you need to know and understand a client’s problems or needs in order to provide them with the right solution.

A good sales staff focuses on the same common goal and with a company strategy to guide them. The key is setting clear expectations, providing support and dedicated commitment from management.

What are your key traits for a good sales team? What do you look for in a sales person for your team?