You need to understand that Sales is not an easy job. It is a demanding, strenuous, and difficult profession. Imagine – sales reps regularly converse with a stranger to try, and convince them to buy whatever they have to offer. The chances of being rejected are high, and that can be scary and soul-crushing. Stress, pressure, anxiety, and tension are all the burdens that your sales teams need to endure.
One day you and your sales team and hitting the targets, closing the deals, and beating numbers, and the next day falling on slumps. When your sales team is not performing well, you might feel that you hire the wrong person for the job. But what if it’s not? What if they don’t have the right tools? What if they are not motivated because they do not have the right goals?
Reality check: Your sales teams are under a lot of pressure – they carry burdens on their shoulders, and a lot is at stake. It is important, that you as their leader, should set-up routines and practices to make them more effective. Hey, it’s your company as well, so you want to do anything to make your business better, right?
If you could do something to make your team more effective, would you? What if we told you that you can set up ways to make your sales team more efficient and successful? Would that be interesting?
Here is what you can do to make your sales team better and successful!
Provide the tools needed.
Start the process by providing the tools needed. How do you expect your sales team to be efficient and effective if they do not have the necessary tools they need to perform better? Do not expect your sales team to perform at its’ best if they lack the tools required to produce positive results. Look for a tool that can connect your whole team. Email is good, but it is not enough. Instead, consider using a sales tracking tool software like CRM. (Customer Relationship Management).
Here are the benefits of Sales tracking tools that can help you and your sales team:
- Track the performance of your team and perform quality checks from time to time.
- More solid connections with your target audience by monitoring their behavior.
- More accurate and more profound insights into your sales funnel
- Get a grasp on which products, services, geographies, and salespersons bring in the maximum profit and why.
- Develop customer delight by addressing their inquiries and providing personalized services to them.
- Learn when something goes wrong and avoid uncertainties.
Set Sales Goals.
You need to set a sales goal for your sales team; without an objective to achieve, they won’t know what to strive for or what constitutes success. Choose reasonable goals; something which is achievable, not too easy but not too aggressive as well. This may be a no-brainer statement, but it’s essential!
If you are not sure where to start, start with something small. Something like individual goals per day that every member of your sales team should meet – Number of emails, calls, or meetups. Then gradually move on to bigger goals like weekly and monthly activities. And make sure that the graphs are visible to the whole team. Sometimes, a competitive spirit can do more, make each other better, and can go a long way when implemented properly. It’s what separates an effective sales team from an average sales team.
Implement training and coaching.
Success in sales is reliant on the nurturing of particular skills and qualities that are necessary for success. Whether you believe or not that such skills exist; there’s no doubt that they need to be developed for salespeople to consistently perform at their best. That is why it’s important to invest in providing such training and coaching for a sales representative’s development. It can hugely make a difference to your sales team’s overall performance in addition to improving their overall well-being. It can even inspire them to grow and past their limits and achieve new areas of success in their field. If you’re still doubting sales training and coaching, we listed some of the possible benefits it may give to your business and to salespeople:
- Increase revenue.
- Better productivity.
- Close bigger deals.
- Strengthen the bond of your organization.
- Promote employee satisfaction.
- Obtain more in-depth knowledge.
- Improved forecasting accurately and realistic goals.
- Help bring in new customers and satisfy current ones.
These are just some to name a few. Try and do it with your team, see for yourself its advantages., and you will be shocked.
Incentives as motivation.
Let’s be realistic: Everyone wants to be rewarded for a job-well-done, yes? For sales professionals who reach and exceeded a quota – it is expected to want a reward or compensation for an excellent performance. Sales can be a difficult field – some days are good, and some days are just bad. So how you keep people striving to be successful? Incentives.
Psychologically speaking, we humans, needs motivational stimulus to continue pushing forward, even when we are faced with constant challenges and failures. And incentives are a great way to motivate your sales team. Keeping them motivated will pay off, assist you in meeting your goals, and keep you on track in the long run. Pick a sales compensation plan within your budget range; together with a reasonable and realistically set goal, your sales team will be more motivated than ever to reach the goals and attain the incentives they desire.
Team and Individual performance tracking for growth
Everyone has their own strengths and weaknesses. Tracking your team’s and individuals’ performance is essential for a business to start improving on your sales productivity, and to know where you currently stand at.
How can you know how you are doing sales-wise if you are not tracking and measuring your progress and results? The answer is simple, Track. By tracking your real-time sales operations; by team or individually. By tracking your performance, you can see which are working and which are not and make adjustments to get better results. Together with training, performance tracking can be the game-changer that will help your sales team be more effective.