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. For the team to work in the best way, it is necessary that you encourage competition among them so that they can function tirelessly to outdo each other and at the same time, the sales quantities improve. 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. 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.
Create sales enabling environment – Lead from the front. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. Give them a conducive environment to do their jobs best.
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. You can easily monitor actions of individuals with proper accountability measures.
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.
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.
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. 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. Importantly, rewards play a great role in encouraging salespersons. Focusing on all the above factors will increase the productivity of sales team.