How You Can Encourage Healthy Competition Among Salespersons in a Team
The main aim of business is to make as many profits as possible, and one of the ways to make profits is to increase the sales levels of the firm. 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. 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. Do not waste more time and resources but it is best to advise them that the 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 performing salespersons – Pay attention to the group which shows dedication in sales and has proved by making continuous improvements in sales and invest some resources in training them so that they are a top notch in sales.
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. 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. Using time properly will have a significant impact on the income of the business as they will make many sales in a short period. Assist them in making sales plans which are essential in achieving profits.
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.
Timely Reporting – Reports are very crucial because they give a summarized information regarding sales. Reports have information which you can use to make informed decisions which can influence various sections of the firm. 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.
All these ways lead to empowering the sales team with skills which enhance healthy competition among them. Do not forget to reward best performing team. Focusing on all the above factors will increase the productivity of sales team.