How You Can Encourage Healthy Competition Among Salespersons in a Team
Any profit making business must have a sales team whose function is to improve the sales of the company’s products and services and in turn, increase the benefits of the enterprise. 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. No amount of training and mentoring would change their performance. Let not your efforts go in vain, and it is high time that you did away with them but also remember to advise them that the sales 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.
Train the best salespersons – Use the little resources the business has to train potential and capable salespeople so that they can deliver efficiently.
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. 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. You can easily monitor actions of individuals with proper accountability measures.
Give room for each staff to be more productive – You can teach the team how to utilize their time to improve production effectively. Proper use of time in sales translates to high sales. Assist them in making sales plans which are essential in achieving profits.
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.
Prompt reporting – Do not comprise when it comes to sales reports as it contains vital information for the business. 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.