Facilitating Competition Among Sales Team Members
A business may have several goals which it targets but the primary purpose is profit making, and the best way to make profits is to ensure that the company sells its products as much as it can within the limits of its production capacity. 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. So, we can now consider some of the ways of improving competition among the sales team staff so that the company benefits from such a competition.
Remove poor performing staff – It is evident that there as some individuals who make little sales or none at all each day despite being in the same conditions as others. No amount of training and mentoring would change their performance. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. Get rid of such people to serve the company’s resources and boost the morale of the rest of the team.
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. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. Teach them to be self-driven, and they can only work efficiently in an environment which is suitable for them.
Promote accountability – This means that every salesperson is responsible for his actions and there must be disciplinary measures which help to correct any deviation from the company regulations. Accountability ensures that there are no excuses and blame games among sales staff which are likely to lower performance.
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. 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. Do not forget to reward best performing team. If you consider the above factors, you will have an incredible sales team which you can count on to improve your sales and gain profits.