How to Facilitate Competition in Sales Team
The main aim of business is to make as many profits as possible, and one of the ways to make profits is to increase the sales levels of the firm. 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.
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. 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. 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. 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. 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.
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.
Timely Reporting – Reports are very crucial because they give a summarized information regarding sales. Sales information facilitates informed decision making in various sectors of the business such as production and marketing departments. 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.