Building a Successful SalesTeam in the Construction Industry
Building a strong sales team is essential for any company in the construction industry, as it is a highly competitive field. While having quality products and services is important, having a sales staff that can effectively sell those offerings is what will ultimately drive revenue and success In this article, we provide recommendations for leaders to consider when assembling a successful sales team in the construction industry.
Determine theType of SalespeopleYou Need
The first step in creating a sales team is identifying the type of sales professionals you require This will largely depend on your business model, growth trajectory, target market, and products or services Some common types of salespeople in the construction industry include inbound sales reps, outbound sales reps, sales development reps (SDRs), business development reps (BDRs), and account executives (AEs). Carefully considering the role and responsibilities of each type of salesperson will help you choose the best candidates for the job
Measure the Right ales KPIs
To assess the success of your sales team, it is important to know which sales key performance indicators (KPIs) and metrics you should be measuring. Some common sales KPIs in the construction industry include sales cycle length, average contract value, number of
calls/meetings set each month, and leads to sales conversion rate Tracking these KPIs will help you identify areas for improvement and optimize your sales team’s performance.
In summary, building a successful sales team in the construction industry requires careful consideration of the type of salespeople you need, the right commission structure, a clear sales process, a good onboarding process, and the right sales KPIs By following these recommendations, you can assemble a top-performing sales team that will drive revenue and growth for your business
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