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. For the team to work in the best way, it is necessary that you encourage competition among them so that they can function tirelessly to outdo each other and at the same time, the sales quantities improve. 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. 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 a perfect atmosphere for sales – Be the example that they need to emulate. 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 total accountability – Every person in the sales team is responsible for their actions in their daily work and results. Accountability ensures that there are no excuses and blame games among sales staff which are likely to lower performance.
Give room for each staff to be more productive – You can teach the team how to utilize their time to improve production effectively. Using time properly will have a significant impact on the income of the business as they will make many sales in a short period. Teach the team to use time in the best manner so that you maximize it.
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.
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. You can get sales information which can influence other factors in the business. The sales report should also give an overview of what other business competitors are doing in their quest to gain market acceptance so that the firm can prepare adequately with other strategies.
These activities are all aimed at making each staff better so that they can compete among themselves in a healthy manner to help business to gain. Importantly, rewards play a great role in encouraging salespersons. Focusing on all the above factors will increase the productivity of sales team.