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.
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. No amount of training and mentoring would change their performance. 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. 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 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. 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. Proper use of time in sales translates to high sales. 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.
Timely Reporting – Reports are very crucial because they give a summarized information regarding sales. Reports have information which you can use to make informed decisions which can influence various sections of the firm. 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. Sales incentives are also crucial in attaining targets and creating competition. You will have a competent sales team if you focus on the above activities.
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