How You Can Encourage Healthy Competition Among Salespersons in a 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. However, as a proprietor, you should not only focus on sales team competition to improve the productivity and sales of the team. So we can look at some of the ways how to increase competition among salespersons for the benefit of the business.
Get rid of non-performers – It is better to have a small team of highly performing individuals than to have a large group which has several unproductive workers. 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. Get rid of such people to serve the company’s resources and boost the morale of the rest of the team.
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 sales enabling environment – Lead from the front. Properly facilitate the team by providing them with working equipment and give them motivation and encouragement to work hard. Teach them to be self-driven, and they can only work efficiently in an environment which is suitable for them.
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. Accountability ensures that there are no excuses and blame games among sales staff which are likely to lower performance.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. 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. Information on sales can affect the production operations and marketing activities, and it should also have information on business competitors.
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.