How You Can Encourage Healthy Competition Among Salespersons in a Team
The main aim of business is to make as many profits as possible, and one of the ways to make profits is to increase the sales levels of the firm. Competition among the sales team members is crucial in motivating the sales staff to work hard each day and improve. 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. Non-performers do not improve in spite of any efforts to teach them and providing any form of assistance to them. 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.
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. 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 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 room for each staff to be more productive – You can teach the team how to utilize their time to improve production effectively. 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.
Prompt reporting – Do not comprise when it comes to sales reports as it contains vital information for the business. Sales information facilitates informed decision making in various sectors of the business such as production and marketing departments. 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.
Through proper facilitation, the sales team will continuously improve their performance. Importantly, rewards play a great role in encouraging salespersons. You will have a competent sales team if you focus on the above activities.