How You Can Encourage Healthy Competition Among Salespersons in a Team
The main aim of business is to make as many profits as possible, and one of the ways to make profits is to increase the sales levels of the firm. Investing in an incredible sales staff is no doubt a prerequisite for achieving maximum profits. 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. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. Doing away with such people helps them to pursue other favorable careers while it saves business resources.
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.
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.
Give room for each staff to be more productive – You can teach the team how to utilize their time to improve production effectively. Proper use of time in sales translates to high sales. Help them to do proper planning of time to avoid time wastage.
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. You can get sales information which can influence other factors in the business. Informed decision making using sales report information is beneficial to the firm in strategic planning.
Through proper facilitation, the sales team will continuously improve their performance. Importantly, rewards play a great role in encouraging salespersons. You will have a competent sales team if you focus on the above activities.