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. Competition among sales team staff has been cited as a factor which enhances the performance of individuals. 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. No amount of training and mentoring would change their performance. 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. 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 sales enabling environment – Lead from the front. 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. There is little or no blame game when there is accountability.
Give improvement opportunity to every staff of sales team – You can to this by showing them how to utilize their time efficiently so that there is no wastage. Proper use of time in sales translates to high sales. 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.
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. 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. Do not forget to reward best performing team. You will have a competent sales team if you focus on the above activities.