Case Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it can boost morale, spark ideas, and motivate others to do similar work.
Selling Success Using Case Studies
Whenever you can, share with your organization what went well for a salesperson on your team, and why you value what they've done. This helps in many areas as it relates to driving performance on your sales team.
1. Boost Confidence and Morale
I recently had a seller tell me that one of the most valuable portions of their weekly sales meetings was when their manager highlighted the success of someone on the team. She explained that it boosted everyone’s confidence to learn about wins from their peers. She felt reassured to hear that the products and services they offered were making a difference with their clients. In addition, the seller shared with me that the most valuable takeaway from these case studies was discovering how the deal came about and how it was closed.
2. Spark Ideas
These crucial details often spark ideas among salespeople and help them look at things from fresh perspectives. A category they had never thought to pursue, a product they were unsure how to utilize, and an idea that made sense for one of their own prospects can all come to light by learning about other’s accomplishments.
3. Generate New Business
In addition, case studies can help generate new business in other ways. When discussed with other clients and prospects, they help build credibility. Having these success stories to share can help open doors that otherwise might have been shut.
How to Share Success Stories With Your Sales Team to Make an Impact
When big wins happen within your organization, be mindful that it’s important to share these accomplishments with your team. Not just what happened but why and how it happened. To effectively share case studies and success stories on big account wins, let the seller share how they discovered the account, qualified the account, started the conversation, and got to the close.
Sharing success on the activities a salesperson accomplished to get to a close is extremely valuable to your team's growth and development in many ways. Don't miss out on this simple opportunity that can make a major impact on your sales team's overall performance.