How to Facilitate Competition in Sales Team
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. No amount of training and mentoring would change their performance. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. Doing away with such people helps them to pursue other favorable careers while it saves business resources.
Train the best salespersons – Use the little resources the business has to train potential and capable salespeople so that they can deliver efficiently.
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. 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. 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. Information on sales can affect the production operations and marketing activities, and it should also have information on business competitors.
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.