How You Can Encourage Healthy Competition Among Salespersons in a Team
A business may have several goals which it targets but the primary purpose is profit making, and the best way to make profits is to ensure that the company sells its products as much as it can within the limits of its production capacity. 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.
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. 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.
Train the best salespersons – Use the little resources the business has to train potential and capable salespeople so that they can deliver efficiently.
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.
Have a joint agreement on sales targets – Do not set goals for the sales team but rather have a unanimous agreement with the team on reasonable targets which are achievable within certain time intervals.
Timely Reporting – Reports are very crucial because they give a summarized information regarding sales. 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.
Through proper facilitation, the sales team will continuously improve their performance. 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.