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. 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 now consider some of the ways of improving competition among the sales team staff so that the company benefits from such a competition.
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. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. 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. Facilitate the sales team with materials that they require so that their work is made easier and enjoyable and they will be motivated. It is proven that workers are productive only when their working conditions allow them to operate efficiently.
Insist on total accountability – Every person in the sales team is responsible for their actions in their daily work and results. 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. 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.
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. You can get sales information which can influence other factors in the business. 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.
Through proper facilitation, the sales team will continuously improve their performance. Sales incentives are also crucial in attaining targets and creating competition. Focusing on all the above factors will increase the productivity of sales team.