The idea of a prosperous business firm depends on its ability to successfully sale to customers. A company needs a capable sales team in order to ensure expected profits from its activities. Do you wish to create the conditions that will help boost the performance of your sales team? The Customer Think business server will tell you how to do it:
Have you clearly defined procedures?
It sounds trite, but not all companies have a completely defined business process with clear ideas about competences, responsibilities, or even goals. Make sure that each team member knows your sales methodology, who the consumer is as well as his own duties and responsibilities towards the achievement of goals. Decide how often you should evaluate your team, too. Do they all have necessary information? Is it up to date?
How do the managers of your sales team work?
Leaders are an important part of the team if you wish them to generate high performance. Analyse how they deal with the activities of their subordinates. Are they pushing more themselves rather than their team, or the opposite? Are they trying to understand why expectations were not reached? Find out whether they themselves have sufficient determination to meet the requirements. Are they involved in the sales results and the success of their team?
Do you provide sufficient motivation?
Many companies think that a financial incentive will encourage the employees’ motivation enough. Decide whether it is also favorable enough for you, if you reward e.g. with performance bonuses. How does it affect your long-term business? How do you evaluate an employee who signed a big contract with a low profit and how a salesperson whose small contract can make big profits? Think about the possibility of other forms of non-financial incentives.
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