The sales team bears the brunt of customers’ best and worst habits, and they determine the profits your company can earn each month. Their performance has a direct positive or negative effect on the bottom line. These are some reasons they need to remain motivated, goal-oriented and engaged.
Experts in sales training courses in the UK cite the following ways to improve the performance of your team.
Identify and Leverage Your Team’s Strengths
A representative does not usually close a sale in one conversation. The process begins at the top of the funnel from identifying prospects to closing the deal. In between are negotiations and understanding if a person is still far away from conversion.
These require a different set of skills, and it is very rare that a salesperson has all of them. Identify which members of your team are good at managing accounts, qualifying a lead or looking for prospects. Delineate tasks according to strengths to get optimum results.
Understand the Market
Not all people on your prospects list will become customers, so it is important to know which ones to pursue. If you insist on negotiating with an uninterested lead, you will just waste time and lose money.
Identify the level where a prospect is on the sales funnel. Doing so allows you to customise your approach to each one. The needs of a person just looking around are different from one who has made up his or her mind.
Cultivate a Culture
Create a culture wherein everyone contributes and performs at a high level. This improves accountability within the group and a competitive atmosphere that will get things done. If you cultivate a certain groupthink, you will not have to micromanage and will have more time to focus on the bigger picture.
These are some ways to improve the performance of your sales team. Implement these to get the results you want and reach your monthly or even daily objectives.