7 years ago
May 4, 2017

10 Tips to Improve Sales Team Performance

In sales, there is always room for improvement. To help your reps meet their sales goals, we’ve put together 10 Tips to Improve Sales Team Performance.

Rhys Metler

Getting the most out of your sales team is essential. It’s a prime focus for sales leaders and managers. The better they perform, the more sales, and the better the organization will perform.

While we can all stand to make improvements, getting your sales team to maximize their performance is challenging. With an economy that is constantly in flux, changing market factors, and with more educated buyers and clients than ever before, it has never been more challenging to sell – also a reason why an emphasis on sales performance is at an all-time high.

“The sales profession moves faster than ever today. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it’s a race to the bottom,” says John H. Dean on SellingPower.

“No matter what industry you’re in, what worked well a few years ago isn’t good enough today. This is no time for trial and error or order taking; this is a time to sell,” he adds.

Sales reps who fail to meet their objectives are hurting your organization, and corrective steps need to be taken to right the ship.

10 Tips to Improve Sales Team Performance

Coaching and training play a vital role in improving your sales team performance. We all know that sales reps need to be coached on a regular basis to keep them focused and performing at an optimal level. Here are some tips to improve sales team performance:

1. Clarify the sales objectives individually and as a team

2. Set specific goals – break objectives down into smaller, achievable tasks

3. Teach your sales team to sell to customer needs and how to be customer-centric

4. Work on the basics – review them regularly. The small things matter.

5. Work on time management skills – teach reps to prioritize their time

6. Find and hire the right people

7. When coaching, address key performance indicators

8. Coach in the moment – address concerns right away

9. Be a leader, not a micromanager

10. Work on creating a culture of high performance

Focusing on these tips can help you get the most out of your sales team and achieve desired results. Each sales team is unique, so adjust your coaching to address their specific needs and areas for improvement.

More Sales Performance Advice

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5 Types of Sales Strategies

5 Effective Selling Techniques, and Why They Work

SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit sales people in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right sales person for your organization, start your search here.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.