How to Facilitate Competition in Sales Team
A business may have several goals which it targets but the primary purpose is profit making, and the best way to make profits is to ensure that the company sells its products as much as it can within the limits of its production capacity. 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.
Get rid of non-performers – It is better to have a small team of highly performing individuals than to have a large group which has several unproductive workers. 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. This way, you will save the company resources that could be spent on salaries of unproductive workers.
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.
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.
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. Teach the team to use time in the best manner so that you maximize it.
Agree on mutual sales targets – Discuss and agree with the sales team on possible sales goals but do not set targets for them because that will demoralize them and may be unrealistic to attain.
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.
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. Do not forget to reward best performing team. Focusing on all the above factors will increase the productivity of sales team.