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. Investing in an incredible sales staff is no doubt a prerequisite for achieving maximum profits. 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. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. The more you tolerate them, the more you will spend money paying their salaries without their compensation in sales. 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.
Provide a conducive atmosphere – Give direction to the sales team. 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.
Insist on total accountability – Every person in the sales team is responsible for their actions in their daily work and results. You can easily monitor actions of individuals with proper accountability measures.
Assist the sales team to become better – You can achieve this by helping them to use their time wisely and increase their productivity. Using time properly will have a significant impact on the income of the business as they will make many sales in a short period. 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.
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. The sales report should also give an overview of what other business competitors are doing in their quest to gain market acceptance so that the firm can prepare adequately with other strategies.
These activities are all aimed at making each staff better so that they can compete among themselves in a healthy manner to help business to gain. Do not forget to reward best performing team. Focusing on all the above factors will increase the productivity of sales team.