Case Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it boosts morale, sparks ideas, and motivates others to do similar work.
Salespeople value the real-life experience of their peers. After all, the best part of working in sales is celebrating your biggest wins after hours, weeks, maybe even months of hard work. Sales wins are a combination of strategies, tools, and content — doesn't other players on your team want to know what worked well for the salesperson who sealed the deal?
Using Case Studies to Sell Success
Whether it's in a sales team meeting, a huddle, or a company video, take time to share with your organization the tools, tactics, and lessons that went well for a salesperson on your team. Mention why you value what they've done, the details and challenges of the deal, and any valuable insights into the sales process that you can apply to the rest of the team.
How Case Studies Drive Sales Performance
1. Boost Confidence and Morale
We often hear from salespeople that one of the most valuable portions of a weekly sales meetings is when sales manager highlight the success of someone on the team. It boosts everyone’s confidence and inspires them to learn more about the wins from their peers.
It also provides reassurance to hear that the products and services they offer are making a difference with clients. In addition, these case studies provide more in-depth details on how a 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
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.
Editor's Note: This blog was originally written in May 2019, and has since been updated.