Success in sales demands a careful analysis of factors that create and build sales. This can be attained by utilizing incredibly intricate sales software creating by sales gurus like Mark Stiffler. It also demands that you find way to get and keep your sales team at peak operating capacity so they always are ahead of the competition. To get your team motivated to grow sales try these tips.
Tell your sales team where things stand
Some companies are reluctant to tell their sales team how things are going. They may let them know if a sales quota is reached and if someone is having an outstanding performance or someone may get fired one day because of poor performance but overall the team is not kept informed of how everyone is doing. This is the absolute wrong approach. The sales team shouldn’t be in the dark about how sales are going.
The top companies are much more likely to report on non-quota sales performance, focusing not only on sales-to-quota achievements, but also on qualitative goals that identify how well team members are selling. By opening up both your sales tracking approach and statistics to everyone, you letting them see who is doing well, and poorly and get the chance to discuss why. It fosters teamwork, healthy competition and gives those who are excelling an opportunity to be praised.
Provide great incentives
Every sales department needs a great incentive program at its base in order to get the team motivated to sell. Sales people typically gravitate to the position mostly because of the compensation package and so having an enticing one will go a long way to getting quality people on your sales team.
If there is a need to really push sales to another level whether temporarily or for an extended period of time, a good idea is to temporarily increase sales incentives. By offering more money, additional time off or a great gift is another great way to give employees a push toward meeting a higher goal. Studies have shown that non-cash incentives can be more effective than cash incentives so consider adding great trips or dinner at a top restaurant or show tickets as part of the incentive mix. This idea will get people talking and if the prizes are the right ones, everyone will push sales harder to get them.
Make it a Friendly Competition
Sales people are innately competitive, so if you play into this character trait, it can have a great positive effect on sales. Coming up with a competition that is both fun and rewarding will really be a hit with your sales department. More companies are utilizing a team competition where the pressure is on multiple team members and an option of winning gets shared and the response is generally very positive.
Weaker sales people may not feel that they have a chance to win but coupled with others on a team, they might get energized and motivated. There’s nothing quite like a little healthy competition to put the drive back into sales. The result is total team involvement, leading to increased sales and productivity.
Communicate the big picture
Smart businesses understand that getting employees to buy into the big picture is beneficial to growth. It is one of the things that gets people excited makes them feel like what they do actually matters in the success of the company. So providing employees with a sense of the big picture can be a powerful tool for motivating them.
The goal should be to show them their role and importance to the success of the enterprise and then provide a clear path for them to fulfill that role. Focusing on their individual opportunities for advancement and specific benefits is most effective.
Use these tips to ramp up sales in your organization.