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. Competition among the sales team members is crucial in motivating the sales staff to work hard each day and improve. However, as a proprietor, you should not only focus on sales team competition to improve the productivity and sales of the team. So we can look at some of the ways how to increase competition among salespersons for the benefit of the business.
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. 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.
Provide a conducive atmosphere – Give direction to the sales team. 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.
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. There is little or no blame game when there is accountability.
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.
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.
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. 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. 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.