How to Facilitate Competition in Sales Team
The main aim of business is to make as many profits as possible, and one of the ways to make profits is to increase the sales levels of the firm. Investing in an incredible sales staff is no doubt a prerequisite for achieving maximum profits. Competition among sales team staff has been cited as a factor which enhances the performance of individuals. We can take a look at some ways other than competition used to increase the productivity of sales team.
Do away with unproductive salespeople – In every sales force, it is evident to have people who cannot meet sales targets no matter how small the targets are and regardless of efforts made to facilitate sales. You may have tried training and coaching them, but there is no effect at all. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. Doing away with such people helps them to pursue other favorable careers while it saves business resources.
Train the best performing salespersons – Pay attention to the group which shows dedication in sales and has proved by making continuous improvements in sales and invest some resources in training them so that they are a top notch in sales.
Create sales enabling environment – Lead from the front. Facilitate the sales team with materials that they require so that their work is made easier and enjoyable and they will be motivated. It is proven that workers are productive only when their working conditions allow them to operate efficiently.
Insist on proper accountability – Accountability is essential in a sales team so that every person is responsible for his activities and this also facilitates carrying out disciplinary actions whenever one goes against company’s policies. There is little or no blame game when there is accountability.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. Using time properly will have a significant impact on the income of the business as they will make many sales in a short period. Help them to do proper planning of time to avoid time wastage.
Set mutually agreed targets – Do not impose sales targets on staff without consulting them as this could be not realistic and impossible to achieve so discuss and have consensus on sales goals which are reasonable and practical.
Prompt reporting – Do not comprise when it comes to sales reports as it contains vital information for the business. Reports have information which you can use to make informed decisions which can influence various sections of the firm. Informed decision making using sales report information is beneficial to the firm in strategic planning.
Through proper facilitation, the sales team will continuously improve their performance. Sales incentives are also crucial in attaining targets and creating competition. You will have a competent sales team if you focus on the above activities.