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How To Grow An Enterprise Sales Team

Table of Contents

 

Before and during the hiring process, ensure you’re going out of your way to building lasting relationships. At the beginning of a sales career, you’ll have more time to do impactful events to inspire your company’s growth. If and when your company gets its wings, you’ll be glad you have clients to recommend you to others.

Enterprise is a field that requires experience in the sales industry, usually three to six years. An enterprise team is a step above the standard sales team because they deal with higher prices, greater risks, and more stakeholders. To land an entry sales representative position won’t always require a bachelor’s degree but will almost always require a high school diploma. 

Enterprise is a career that requires hands-on experience, much like journalism or trade work. Employers are going to hire someone that’s dependable and won’t need a huge learning curve. Whether this is the right way to set an example in the hiring process is another discussion, but make sure you have a reasonable amount of experience before you expand into the enterprise world.

If you’re lucky enough to get the task of growing an enterprise sales team, it may be one of the biggest leadership highlights of your sales career. Small and some medium-sized companies won’t have enterprise teams because they’re not well-known enough to grow in the right direction. But within a couple of years, any sales company can grow to become something more.

Whether they’re working in an enterprise or not, a sales development representative is responsible for the main flow of company revenue. They use resources to reach out to leads generated by the marketing team to pitch sales and come to a deal. With due diligence, sales team members will begin to grow a clientele that becomes valuable to company growth

Kennected was founded in 2018 by several co-founders bent on creating relationships with leads rather than focusing on making sales. And although our team members tend to make sales 24/7, our company has grown to over 100 employees within four years. We recognize that our teams are the reason we’re a successful business, and with this blog, we hope to spread helpful information on how you can grow an enterprise team of your own. 

What Is An Enterprise Team?

Members of an enterprise team use the skills they’ve developed as entry-level representatives on a larger scale. The sales process takes much longer than the standard process taking weeks or months to complete. 

The reason is that representatives are selling a product or service to more than one person or the entire company. They’ll need to work with stakeholders and decision-makers to learn the product and make sure it’s a correct fit for their company.

In a previous interview, our director of enterprise sales, Sterling Curran, said that many new customers are usually unaware they need the product or service for growth. A problem arises, and companies scout out the web to find a solution to serve them properly. But this isn’t always the case.

Early tech startups need to realize that enterprise sales are unpredictable and require development representatives to be flexible and adaptable. Any sale can turn into an enterprise sale which means more growth opportunities and more responsibility and risk involved. 

Start filling your sales pipeline today

Members Of An Enterprise Team

Depending on who you ask, there are a couple of ways companies can structure an enterprise team. We’re going to highlight four main groups that work in unison:

The Lead Generation Team: This group of team players seeks out leads and potential clients that would benefit from the product. In other words, they take the first step and point the way for other groups to reach out to leads. Sales can’t be done with anyone; they have to be carefully chosen to specialized demographics and company types.

The Sales Development Team: These individuals ensure the leads chosen are suitable for outreach from upper-level representatives. Sales development representatives use an organization strategy like cold calling, emails, and personalized approaches to answer questions and concerns. They need to identify the product like the back of their hand.

Account Executives: This group is a set of “doers” who perform and demonstrate customer product examples. Before purchasing anything, leads want to know how something works and the cost. Account executives work with clients to understand how to use the product. If done correctly, clients will close the deal.

The Customer Success Team: Keeping customers is just as important as getting them, and that’s where this team comes in. After the deal is closed, the customer success team ensures customers are still happy with their purchase and nurture them to keep returning customers.

An enterprise team is a specialized group of individuals that work with large companies and businesses to satisfy a group of professionals with a product solution. Success lies in sales that ensure company growth, but they typically don’t happen until the team grows to fit the need.

What Skills Do New Team Members Need?

One of the top sets of skills an enterprise team needs is customizing outreach according to each customer. This could include video prospecting, email marketing, social media, and other means of communication. Customized outreach lets new members know you’re willing to go the extra mile to make the deal personal to them. As a sales development representative, you want to be naturally active in listening to all new opportunities. Although most sales deals are done virtually today, you can justify the approach by the way the customer acts and the topics they value. Pay close attention and use it to your advantage when making outreach decisions. 

How To Inspire Positive Company Culture and Company Growth

In the early days of a small business, new employees will go through growing pains for a few years. It’s an ongoing growth process of being on a business team and team building. To be successful in positive culture development, recognize the importance of diversity. A chief growth officer should not make their growth teams the same in their own business.

Take a growth initiative and hire employees with different opinions and personality types. A growth lead should focus on a culture that’s inclusive yet positive. Leadership doesn’t make the team successful; it’s the employees, the growth strategy that does. Looking at company culture from a growth marketer perspective, it’s crucial to focus on progress.

Never value or identify with being the same in the industry. The market calls for growth and developing resources, so always lean on the growth team. Growth teams drive an organization as much as money. Portfolio companies and others that have a piece of the pie, want to work with a business that creates growth.

Perseverance And Lead Nurturing

Be resilient, and don’t be afraid to follow up with leads when they go rogue. Ask them if they’re still interested in making a deal but not like a robot. Add careful copy here to come across as more than a salesperson. This lets the customer know you’re thinking of them and might reconsider making a deal.

Kennected uses futuristic software that keeps our team ahead of the game in lead nurturing. Our number one LinkedIn tool Cloud Kennect uses automation to carefully craft messages to leads to follow up with them and keep them in the loop. 

It’s nearly impossible to keep up with hundreds of leads daily, so we’re offering this product to anyone interested. You can book a scheduled time to meet one-on-one with one of our account executives to learn how Cloud Kennect works. 

Staying On Top Of The Latest Trends

If you’re a growth team member, you’re likely already updated on the latest market trends. Organic lead efforts are ahead of paid advertisements. Other recent marketing news is important to keep in mind when meeting with team members and setting goals for the upcoming sales quarter.

A growth team is a group of business members that analyze the rate of customer acquisition, retention, and revenue and then optimize products based on their findings. Growth can only be done when a business changes its approach and views its audience. Because of a growth team, solutions to management team issues get fixed.

Automation helps a marketing team gather leads, but if those marketing tactics falter, the growth team will strategize a new action plan. Growth is the key to any success in a career, and Kennected works toward growth opportunities at every turn.

Create a focus on weekly meetings to update every person on the market and the cost of poor leadership. Set an example for competitors that the value of growth is higher than marketing or any team. If they’re well-known, growth teams will get back with additional resources, and they’ll identify your example as just and trustworthy.

Start filling your sales pipeline today

Creating Sales Team Goals

It’s easy to lose sight of the original plan and sales goal an enterprise team is working toward. Enterprise teams need to keep their sales goals in mind for the week, month, or year. It’s a way to create motivation and a sense of vision for you and the team. 

Marketing for a business will naturally focus on growth and the value of teams working toward a common goal. Growth team members are usually on the marketing side and collaborate to see where holes need to be filled. Maybe one opt-in email is working this week, but the next, it’s not. The growth team determines what’s not working, and directs where changes need to happen

Developing Coachability

As a team member, you’re always listening to what others have to say, but what about yourself? It’s helpful to have a sense of coachability when approaching a business with new technology. We’re a computer software company, so we always explain technicalities and steps for working through a new computer software learning curve.

During the sales process, ensure the customer(s) know the steps for their success. This should be done before the customer success team reaches out. The good news is that you’re recognized as a specialist in a particular product, not multiple products, so there’s less to remember on your end. 

How To Overcome Obstacles

Relationship building comes with its share of difficulties. Even the best salesperson has days when customers don’t want to work with you. You should find comfort in knowing this experience is normal and part of the sales process. If you’re a team member, you most likely already know this.

Be bottom-heavy and keep both feet on the ground during your sales career. You will receive nasty rejections, angry calls, and confused individuals. Bounce back from the opposition and overcome objections to inevitable obstacles. Remember to keep a steady head and take one sale at a time. 

Read this blog on classic lead generation if you’re looking to grow your business.

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