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. However, as a proprietor, you should not only focus on sales team competition to improve the productivity and sales of the team. 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. 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.
Create sales enabling environment – Lead from the front. 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.
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. Proper use of time in sales translates to high sales. Teach the team to use time in the best manner so that you maximize it.
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.
Sales information reporting – Sales information is vital for monitoring the business performance, and you must insist on timely reporting of sales information to have it. You can get sales information which can influence other factors in the business. 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. Sales incentives are also crucial in attaining targets and creating competition. You will have a competent sales team if you focus on the above activities.