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 look at some of the ways how to increase competition among salespersons for the benefit of the business.
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. 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. Get rid of such people to serve the company’s resources and boost the morale of the rest of the team.
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. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. 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.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. Proper use of time in sales translates to high sales. Assist them in making sales plans which are essential in achieving profits.
Have a joint agreement on sales targets – Do not set goals for the sales team but rather have a unanimous agreement with the team on reasonable targets which are achievable within certain time intervals.
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. Informed decision making using sales report information is beneficial to the firm in strategic planning.
All these ways lead to empowering the sales team with skills which enhance healthy competition among them. Importantly, rewards play a great role in encouraging salespersons. Focusing on all the above factors will increase the productivity of sales team.