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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. Competition among the sales team members is crucial in motivating the sales staff to work hard each day and improve. Competition among sales team staff has been cited as a factor which enhances the performance of individuals. So, we can now consider some of the ways of improving competition among the sales team staff so that the company benefits from such a competition.

Do away with unproductive salespeople – In every sales force, it is evident to have people who cannot meet sales targets no matter how small the targets are and regardless of efforts made to facilitate sales. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. 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.

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. Give them necessary facilitation and provide an environment which is suitable for them to run their sales activities. Give them a conducive environment to do their jobs best.

Insist on total accountability – Every person in the sales team is responsible for their actions in their daily work and results. 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. Assist them in making sales plans which are essential in achieving profits.

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.

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.

All these ways lead to empowering the sales team with skills which enhance healthy competition among them. Importantly, rewards play a great role in encouraging salespersons. Focusing on all the above factors will increase the productivity of sales team.

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