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. 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 now consider some of the ways of improving competition among the sales team staff so that the company benefits from such a competition.
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. 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 a perfect atmosphere for sales – Be the example that they need to emulate. 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. You can easily monitor actions of individuals with proper accountability measures.
Give room for each staff to be more productive – You can teach the team how to utilize their time to improve production effectively. 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. 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.