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. 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.
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. You may have tried training and coaching them, but there is no effect at all. 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. Doing away with such people helps them to pursue other favorable careers while it saves business resources.
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.
Create a perfect atmosphere for sales – Be the example that they need to emulate. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. It is proven that workers are productive only when their working conditions allow them to operate efficiently.
Insist on proper accountability – Accountability is essential in a sales team so that every person is responsible for his activities and this also facilitates carrying out disciplinary actions whenever one goes against company’s policies. 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. Time is an irreplaceable resource and using it correctly in sales can work miraculously to your advantage. Teach the team to use time in the best manner so that you maximize it.
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.
Prompt reporting – Do not comprise when it comes to sales reports as it contains vital information for the business. Sales information facilitates informed decision making in various sectors of the business such as production and marketing departments. Informed decision making using sales report information is beneficial to the firm in strategic planning.
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. You will have a competent sales team if you focus on the above activities.
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