Sales team is very crucial for business growth. Negligence of sales team management may lead to losses, debts and lack of trust. Sales team represents your company to the outside world. Efficient functioning of sales team is necessary for selling your products. Sales teams reflect your company’s values, commitment, mission, etc. In order to effectively manage your sales team, analyze your sales team. There are many sales management processes.
Q. Are you facing problems with your sales team?
Q. Do you want to increase your profits?
Don’t ignore. Here are some effective ways for managing a sales team:
Sales personnel represent your company’s bottom line. Good people can bring you fame, profits, great performance. Wrong people can ruin your name, damage customer relationships and destroy your image in the market. Thus, hiring the right person is very important. A sales person should understand his/her role in the office. Hire committed passionate and responsible people.
Training and developing skills
Efficient and effective training is a must. Training should foster development of skills. Conduct activities such as: presentations, practice sales calls, methods to improve sales, etc. Support your sales team in their activities. Concentrate on unique selling proposition. Provide necessary information and knowledge about your products. Discuss the uses and advantages of your products.
Measuring sales productivity
Do not forget to measure sales productivity. Business growth is calculated through sales. No sales no money. A team of senior employees should evaluate sales productivity. Motivate employees with high sales. Work on employees with low sales. Set a particular number / target to reach, within a period of time. Provide additional assistance for improving sales. Don’t just look for numbers or income, look for customer satisfaction too. Delivery of the products on time is equally important.
Reward and motivate
Understand your sales personnel needs and what motivates them. Provide incentives to satisfy your best sales people. Reward them with commission, automobiles, movie tickets and surprise gifts. Give them monthly or quarterly bonus based on their performance. Money is not all about rewarding. Promotion, respect, more recognition also motivates employees.
Evaluating your sales team
Evaluate your sales team, to know where to improve. If the existing number is good, start working with them. Communicate to your sales team about your expectations. Sales team should be clear about their tasks, goals, deadlines, etc. Sales personnel are the most visible to customers on behalf of the company. Thus, it is very important to evaluate their performance. Customer feedback can also be a part of evaluation process. It’s a good idea to record sales calls, for feedback and evaluation.