How You Can Encourage Healthy Competition Among Salespersons in a 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 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.
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. 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.
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. There is little or no blame game when there is accountability.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. 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.
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. 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. Do not forget to reward best performing team. If you consider the above factors, you will have an incredible sales team which you can count on to improve your sales and gain profits.