Facilitating Competition Among Sales Team Members
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. Competition among the sales team members is crucial in motivating the sales staff to work hard each day and improve. 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. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. This way, you will save the company resources that could be spent on salaries of unproductive workers.
Teach the top performers – Make use of high performing sales individuals by giving them extra training so that they sharpen their skills and continue serving the company by delivering in their sales mandate.
Create sales enabling environment – Lead from the front. Give them necessary facilitation and provide an environment which is suitable for them to run their sales activities. Teach them to be self-driven, and they can only work efficiently in an environment which is suitable for them.
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.
Give improvement opportunity to every staff of sales team – You can to this by showing them how to utilize their time efficiently so that there is no wastage. Time is an irreplaceable resource and using it correctly in sales can work miraculously to your advantage. Teach the team to use time in the best manner so that you maximize it.
Have a joint agreement on sales targets – Do not set goals for the sales team but rather have a unanimous agreement with the team on reasonable targets which are achievable within certain time intervals.
Sales information reporting – Sales information is vital for monitoring the business performance, and you must insist on timely reporting of sales information to have it. Sales information facilitates informed decision making in various sectors of the business such as production and marketing departments. Information on sales can affect the production operations and marketing activities, and it should also have information on business competitors.
Through proper facilitation, the sales team will continuously improve their performance. Do not forget to reward best performing team. Focusing on all the above factors will increase the productivity of sales team.