Do you have the right sales team?

Business Information and its Benefits
December 14, 2015
October 7, 2016
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Do you have the right sales team?

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This month’s BTA session was about setting right targets for the sales team, setting incentive mechanism as well as doubling productivity of the sales team. In addition to this, how to create growth oriented ambience at the business was discussed.

In our business, we should have right perception, which is self defined, instead of being influenced by others. Only then we can achieve success in our business. In our life, how does it feel like enjoying a cozy warm room with fireplace in winter time? Similarly, when we are doing Sales, the way we feel inside reflects our mood outside. If we are feeling sloppy, bored, late to work, same attitude gets reflected when we interact with others. So, if we feel happy, energetic, Creative and joyful, we can be at our best and bring best values to our Sales activities.

In any business, Sales plays quintessential role and key for success, prosperity and growth. So, it is very important to handle Sales team in a correct way, so that they could consistently achieve sales targets and help grow the company in a sustained manner.

Incentivize Sales Team

There are many ways to motivate and incentivize sales team. Some of the methods to motivate them are as follows:

  • Set basic salary and very high incentive, based on the Sales person’s performance. This tremendously motivates them since whatever extra efforts they put would get duly rewarded.
  • We can reward them with trips/tours, Cash rewards, providing a new post or promoting them.
  • Sales people could also be appreciated for their work by providing Insurance coverage to them and their family, arranging for accommodation in a new place etc.
  • Give the Sales Team what they are looking for; which they can’t get it in outside world.
  • In any organization, there are very talented and energetic people like hungry tigers. They are the ones who can very effectively take our business to the next level. Identify them, and nurture them. Feed these hungry tigers with challenges and fairly compensate them for their achievements.
  • Keep challenging competitions and reward the winners with trips/tours. This would greatly motivate them to push their efforts to the next level.

Conducting One-to-One with any Sales Person

Having 121 meetings greatly enhances mutual understandings, addresses any misunderstandings, and develops a bondage. Here are some of the ways to conduct one-to-one sessions with your Sales team members. These could also be used when we are interviewing potential Sales candidates to bring them onboard.

  • Know the person. Find out about his/her family background, Education, Hobbies, Need for them to come for this work, their dream and strengths.
  • Make the person comfortable and relaxed. Only then they would open up in a more efficient manner.
  • Ask them about their understanding of Sales and how well they know the product/services they are working on.
  • Address and clarify all their doubts, so that they would have clear vision and clarity in doing their sales.
  • Subtly look out and observe any challenges they are facing and motivate them to overcome these.
  • Explain to them about Company’s roadmap, future dream and what role the Sales Person could play in company’s growth to take it to its dream target.

Creating Growth Oriented Ambience in Business

  • It is very important to sustain any motivation and achievements in any business for higher growth.
  • Towards this, display top achievers’ images everywhere.
  • Display motivational pictures, Quotes etc in vantage and visible locations across the office.
  • Speak and identify about achievers all the time. It is very important to maintain this exercise both during official meetings/through online and also with casual, offline discussions.

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