How You Can Encourage Healthy Competition Among Salespersons in a Team
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. Investing in an incredible sales staff is no doubt a prerequisite for achieving maximum profits. However, as a proprietor, you should not only focus on sales team competition to improve the productivity and sales of the team. We can take a look at some ways other than competition used to increase the productivity of sales team.
Get rid of non-performers – It is better to have a small team of highly performing individuals than to have a large group which has several unproductive workers. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. Do not waste more time and resources but it is best to advise them that the job is not suitable for them. Get rid of such people to serve the company’s resources and boost the morale of the rest of the team.
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. Give them a conducive environment to do their jobs best.
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. You can easily monitor actions of individuals with proper accountability measures.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. Proper use of time in sales translates to high sales. Help them to do proper planning of time to avoid time wastage.
Agree on mutual sales targets – Discuss and agree with the sales team on possible sales goals but do not set targets for them because that will demoralize them and may be unrealistic to attain.
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.
All these ways lead to empowering the sales team with skills which enhance healthy competition among them. Sales incentives are also crucial in attaining targets and creating competition. Focusing on all the above factors will increase the productivity of sales team.
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