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. Investing in an incredible sales staff is no doubt a prerequisite for achieving maximum profits. Competition among sales team staff has been cited as a factor which enhances the performance of individuals. 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. Doing away with such people helps them to pursue other favorable careers while it saves business resources.
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. Give them necessary facilitation and provide an environment which is suitable for them to run their sales activities. 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. 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. Time is an irreplaceable resource and using it correctly in sales can work miraculously to your advantage. 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.
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. 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. Importantly, rewards play a great role in encouraging salespersons. 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.