If your sales force performance has been slipping, there are several ways that you can get them back up and running at a higher level.
As we head into this new year, there’s never been a better time to make some resolutions for your company to grow. Among those resolutions it’s important not to forget your sales force performance. They are the cornerstone of your company and your success. If your sales force performance has been slipping, there are several ways that you can get them back up and running at a higher level. Let’s take a look at some techniques you can try.
One key to your sales force performance is having the right personality types on board. If your team is not balanced, chances are they won’t be producing as much as they could. Include personality testing in your hiring process to ensure that you end up with strong drivers who aren’t afraid to do what it takes to meet their sales goals and stay on top.
Even the best sales professionals can use a little coaching now and again to get them on track. One on one coaching can have a very positive impact on your sales force performance. Make sure you are watching each of your team members to see which ones are lagging and pay attention to potential standouts who could go from good to great with just a little coaching.
Your sales manager is another important key to your sales force performance. As your manager goes, so goes your team. Look for a very strong personality who knows how to motivate people in the right ways and who is willing to do what it takes to get your team producing at the level you need them to.
Never stay stagnant. Set specific goals for your sales team and monitor for results. If you’re not seeing what you want to out of your team, start implementing some changes to improve your sales force performance. If you are not sure what your team needs, it may be necessary to hire a professional sales coach to come in and give you some suggestions on what your team needs to be doing.
Sometimes all your sales force needs is the right kind of motivation to get them going. Fear based motivation rarely improves your sales force performance. Look instead for more positive reinforcement such as recognizing their value and good traits and offering bonuses that are based on their performance level. Money and paid time off are very powerful motivators that can help you get more out of your team.
Sales force performance rates are vital to your company’s success. Do what you can to implement these changes now so that you’ll see results even faster.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.