Sales is the lifeblood of any business enterprise, big or small. The money generated through sales activities empowers businesses to expand operations and cater to new customers with diverse tastes and preferences. It also helps other departments sustain. The sales team, touted as the organisation’s revenue centre, should be looked after to drive maximum business. Their performance matters immensely to the organisation’s path to glory. Organisations should thus look out for ways to boost their team performance. In this blog, we will outline the strategies that will help them raise their sales team performance.
Organisations must implement best sales strategies to help the team exceed expectations and achieve rewards through incentives and recognition for their excellent performance. It all happens with immaculate planning and a decisive approach.
Set SMART (Specific, Measurable, Attainable, Relevant and Time-bound) sales goals aligning with the sales representative’s expertise and organisational objectives. Let us define these five variables.
Specific - Write down sales goals that communicate the outcome the organisation wants. Making these goals clear will make your sales team plan their actions effectively.
Measurable - It’s important to measure sales performance daily so that the team is on track to achieve its monthly numbers. As a manager, prepare a sheet showing the number of calls or visits made by your sales team members, the leads converted by them, customers who have shown interest, and customers who have denied accepting the product or service. This will help monitor sales performance effectively and allow your team members to achieve their periodical sales goals.
Achievable - You can motivate your sales team with achievable goals only. Setting over-ambitious goals that can stress out your sales team will lead to resignations and not performance. So, set achievable goals.
Realistic - Be realistic when setting sales goals while also ensuring they align with organisational objectives. Check out your team’s strengths and business goals before assigning targets to each individual.
Time-bound - Set a realistic time for your sales team members to achieve their respective goals.
Empowering your sales team to record excellent performance is pivotal to achieving business goals. So, there’s a need to train your workforce on sales pitch, customer handling and lead closure tactics. Start by letting your sales team speak out about their sales experiences first. Their experiences will give you a clue of where they may have to improve to register more sales numbers.
Tell them to identify customers’ needs by asking certain compelling questions. Once that’s done, start introducing your product’s USP that will help solve the problems customers face. Remember, delivering a sales pitch effectively is a practice that one can perfect with time. However, being a sales manager, you must ensure your team members emphasise sales pitch and incorporate it into their daily customer interactions.
A sales representative day can be full of customer calls and visits, follow-ups and more. All that can tire them out if they don’t display time management skills. So, as a sales manager, it’s important for you to guide your sales team on how much time they should devote to each of these activities so that they accomplish the required tasks effectively.
A good sales pitch does not necessarily lead to conversion. Customers can object to certain aspects or deny accepting the product or service. The frustration resulting from the same is obvious. One can feel the hard work put in by the sales executive. However, handling such objections and rejections responsibly is critical. Make sure your team members don’t spread negativity by telling fellow sales representatives about their bad customer experience. Instead, your team members should learn from their failures and make amends afterward. It’s all about learning through successes and failures.
There are both individual and team goals. Fostering collaboration and communication within the sales team is critical to achieving the required goals on time. A sales team may have both experienced professionals and newcomers. Ensure the experienced ones pass on their knowledge to the newcomers by creating a layer of effective communication within the team.
Improving sales team performance is pivotal to achieving business goals within the defined time frame. Motivating and guiding them through their sales journey will likely help them display outstanding performances. Sales heads should consider implementing the aforesaid strategies to drive business. As an organisation, if you are searching for skilled sales representatives to boost your business, contact reBLISS. It’s a platform where businesses find skilled individuals for several tasks.
