Are you giving your sales team what they really want?Munira Rangwala
Has your sales team been underperforming lately? Whether it's a lousy close rate, insufficient productivity, or just a perceived lack of interest, when the sales team is not meeting its targets, it becomes a cause of worry for the entire organisation. While it wouldn't be right to dismiss all critiques away, you need to give your sales team the benefit of doubt before jumping to conclusions. In many cases, the sales team has their hands tied because they are not getting the tools and support they need to succeed. We've compiled a list of a few things that your sales team wants from you:
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Your sales team wants you to give them the attention they deserve
Nobody likes to be treated like a means to an end. So if that's how you've been treating your sales team up until now, you need to stop today. Build a personal relationship with each of your sales personnel by discarding the one-size-fits-all approach. See what motivates each of the members and give them just that. While some might be driven when they receive regular bonus opportunities, others might perform well when there is no cap on the commissions they can earn. Figure out your sales team's different needs and cater to those requirements to improve their performance.
Give your sales team a chance to earn for the efforts they put in
There is no better motivator than money. If you want your sales team to perform exceptionally, you need to be willing to shell out the money that will make them function to the best of their ability. Hiring salespeople who work on a commission-basis is a great idea as more sales could mean a win-win situation for both sides – the employer as well as the employee. However, this is not the only way to encourage your sales personnel to do better. Put in a little extra thought and come up with creative ways to encourage your sales team. For example, you can inspire your sales team to make more calls and take time out for face-to-face visits by proving them with rewards and incentives.
Give your sales team the tools they need to function
It is imperative to provide your sales team with tools that will help them make sales from anywhere and everywhere. Mobile sales apps and devices to access these apps can help your sales personnel work from home, on the road, in transit, and even on vacation. Think of these tools as an investment rather than an expense. These tools can enable your team to make face-to-face meetings with customers more natural and also increase their efficiency and productivity. Because these tools allow instant access to data and real-time communication with clients and other team members, they are a must-have for every sales team.
Keep the above points in mind the next time you sit to brainstorm about how to improve your sales team's work. Start by giving them the attention they deserve and see their performance sky-rocket like never before.