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. 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. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. Let not your efforts go in vain, and it is high time that you did away with them but also remember to advise them that the sales job is not suitable for them. 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.
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. Assist them in making sales plans which are essential in achieving profits.
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.
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. Information on sales can affect the production operations and marketing activities, and it should also have information on business competitors.
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.