The better your sales team performs, the more sales your business will make and the quicker your brand will grow. It is easy enough to want, how to improve sales team performance. But it is far more challenging to actually achieve this aim. So here are some impactful options to consider trying in your own organization to get the results you crave.
Keep tabs on meaningful metrics
Unless you are able to measure the different elements of how a team performs, both as a whole and on an individual level, then you will not know where to start when looking to make improvements.
As such, it pays to turn your attention to measurable metrics which rank the effectiveness of everyone in a team, then use this to work out where deficiencies exist and thus find the right solution to fix them.
For example, simply looking at the amount of time it takes for salespeople to complete calls, generate leads and follow up on previous interactions with prospective customers will tell you where their strengths and weaknesses lie.
Help them make sales on the go
Keeping sales reps tethered to their desks is a sure fire way to stifle performance, since the modern world is all about mobility and flexibility.
Instead, aim for mobile sales enablement through the use of the right tools, which mean that even if team members are on the road, working from home or operating from some other remote location, they will be just as capable of performing their duties optimally as if they were in the office.
Encourage proper scheduling and task prioritization
Sales staff will all have their own preferences when it comes to how they organize their schedules. And to degree it makes sense to give them the flexibility to rejig their daily duties according to what they feel most comfortable with.
However, while this is certainly a good strategy when it comes to improving job satisfaction. It is also worth emphasizing that certain tasks should take priority over others. So that the creation of schedules is done in a manner that is conducive to productivity.
This basically comes down to ensuring that loyal clients get best treatment. This is possible by having their needs met first before new leads are chased down.
Build bite-sized goals to make larger targets more manageable
When faced with a monthly or even a weekly sales target, it is possible for team members to feel demoralized by the sheer amount of work that they will need to do to reach it.
The answer, then, is to make sure that smaller goals are set from day to day. This will give employees the satisfaction of ticking items off their to-do list. At the same time, they can also see how their efforts are building steadily towards an overarching aim.
Provide coaching and guidance on an ongoing basis
You might think that once salesperson has bit of experience under their belt, you can leave them to their own devices. Also, we can be trust them to continue performing well and improving over time.
In reality, it is far better to give team members hands-on stewardship in the long term. And also to recognize that trends in this niche are always changing. This means that staying on top of the various cutting edge techniques. Technologies involved is good for everyone, no matter their experience level.
Partnering experienced team members with newer arrivals is a good option. As is offering coaching at a higher level, and ensuring that the opportunities for this are provided equally to everyone.
Contextualize the role of sales in the broader organization
Sometimes sales teams can feel isolated from the rest of the company they represent. This is often state of affairs that leads to suboptimal performance. Because they don’t appreciate or feel part of the organization’s shared vision.
Instead, building bonds with other departments and demonstrating the value that sales reps bring to the table in furthering the successes of the business as a whole will stimulate the feelings of unity and togetherness that can seriously motivate team members of all backgrounds.
Hopefully you now have a few ideas that you can put into practice in your own sales team; just remember to keep tracking performance to see which changes work, and which don’t.