Every company or business aspires to achieve more sales and generate greater profits. However, increasing sales can not be done by one man; it requires team effort to achieve the desired target. And the primary role of a sales head is to enable his/her team to achieve their best potential.
There are various methods that a sales team leader can utilise to boost the sales team performance. The following steps or methods enable sales team to perform better and achieve more.
Sales Review Frequency
Sales review meetings are extremely important to ensure that the team is on track. However, the frequency of this review is extremely important, and it should be higher than the target’s frequency, e.g. if the target is set every month then review the sales every week while for a weekly target, review the sales daily. This ensures that actions and manoeuvre are planned and executed in advance and if your team is lagging behind, you have enough room to cover up before deadlines.
Continuous Feedback
Rather than employing a third party for executives’ training, managers should take continuous feedback from sales team. Such feedback ensures dialogue enabling the executives to convey ground level information and challenges to the manager who can then strategise accordingly. While in case of third-party sales training, often the third party lacks in-depth knowledge of the product as well as thorough understanding of the context and ground realities.
Monitoring
What gets measured, gets done!
Hence regular (time-to-time) sales monitoring is indispensable. And the key factor is the metrics that you monitor. It is highly irrelevant to monitor and compare only the order booking against targets. All corresponding metrics such as:
- How many leads are required to achieve sales v/s how many were generated?
- How much value of proposals are required v/s how much was floated?
Measuring and monitoring these metrics help you see the bigger picture, identify your weak performance avenues and enable you to strategize accordingly.
Incentivise Performance
A structure should be devised in which a person who performs well is incentivised or appreciated for his/her work and who underperforms should be penalised. Being appreciated acts as a morale boost for employees to perform well, while minimum acceptance benchmarks, sends a clear disciplinary message to the team. Merely incentives do not work unless they are balanced and offered in the right manner.
Align Sales Ideology with Brand
This may seem to be trivial, but this is highly critical. This has nothing to do with your marketing merchandise and literature. Just as a designer cannot have a shabby visiting card, a logistics company’s business development executive cannot be repeatedly late while promising timely cargo delivery to the prospect. Since every sales executive is your ambassador of your company, ensure that they not only communicate the right message but also carry the right image.
And one more thing, sales is an output and not a process by itself. And if you follow the right steps in the right manner at the right time, your team should be able to achieve its targets effortlessly,
To strategize your moves, and enable your business to reach new heights, you can always connect with our experts.