Facilitating Competition Among Sales Team Members
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. Thus, you need to have the best sales team with necessary sales skills to help reach targets. 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. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. 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. This way, you will save the company resources that could be spent on salaries of unproductive workers.
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. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. 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. 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. 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.
Timely Reporting – Reports are very crucial because they give a summarized information regarding sales. Sales information facilitates informed decision making in various sectors of the business such as production and marketing departments. Informed decision making using sales report information is beneficial to the firm in strategic planning.
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. Sales incentives are also crucial in attaining targets and creating competition. 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.