The front lines that your sales team steps into has never been more challenging. Hustling for business no longer means spending longer hours and perfecting the process. Cutting through the noise and clutter requires adopting the posture, mindset, and hustle of an entrepreneur.
In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. (Source: Gartner Group)
Today’s sales process takes 22% longer than 5 years ago. (Biznology)
So what do you do to shake things up to enable your team to find the decision maker quicker and educate and inspire the influencers to close the deal?
Incentivize risk taking with reward
Encouraging and incentivizing risk-taking is a great place to start. Taking a bit of a risk, and thinking outside of the box, is what makes many entrepreneurs successful. Elon Musk was on the verge of bankruptcy when trying to keep SpaceX and Tesla afloat. The risk paid off, and the rise and grind mentality he brought to his team each day resulted in one of the most valuable energy companies in the world.
But in order to free teams up to take risks, they have to have the support of their manager. And, adding compensation incentives demonstrate that this is a mandate, not a mantra.