How to Improve Sales Performance
If you read our previous article on sales performance, you’re probably wondering how to increase sales generated by your team. Each rep and account executive in your sales department is an important asset, one that you can’t afford to waste. By helping your sales force unlock their full potential, you can enhance a mutually beneficial relationship and support both the employee and the company.
There are many reasons why your sales org might not be doing the best possible work, and it isn’t necessarily because they’re lazy. Feeling out-of-sync or unsupported can lead to employees trudging their way through tasks and barely getting anything done. After all, the lack of firm direction can suck the productivity out of anyone. On the other hand, successful sales teams build synergy between each other and run like a well-oiled machine. If you’re wondering how to improve sales performance, it’s best to start by adequately equipping new hires.
Companies spend an average of 7 months and $30,000 to train and onboard new employees, and yet around 87% of that training is forgotten in just a few weeks. What do you suppose is going wrong with this learning curve? If you can shave time off this journey of almost one year, you can empower new hires to start pulling their weight much sooner. Of all the ways to improve sales performance in your company, this one is a no-brainer.
But what makes a successful sales team more productive consists of much more than quick onboarding. Even seasoned sales reps can use refresher courses to sharpen their current skills. Honing the pre-existing abilities of your team will help your new employees pick them up more quickly as they become part of the group. It’s easy to see how to improve sales team performance if you’re looking at the big picture and addressing productivity across all areas of your company.
How to Improve Sales Productivity
Now that you’ve given your sales numbers a thorough evaluation, it’s probably apparent that there are significant differences between individual reps and across your entire team. Once you’ve ruled out the obvious (such as some groups selling things that are innately easier or harder to sell), it’s time for the next step. You’re likely wondering how to improve the sales process across the entire company.
First, understand that you need a slightly different approach to improve a sales team versus an individual sales rep. You can’t focus exclusively on how to make a sales team more productive. Teams need to establish a sort of synergy, and improving individuals will enhance that effect. You may have to move specific reps across groups, and it’s essential to understand how that could make or break the team dynamic and relationships you’re hoping to achieve.
Shortening the learning curve for new hires, as mentioned above, will undoubtedly bring up a sales team’s average. But if you want to know how to improve sales productivity across the board, you need to concentrate on both aspects at once. Standardizing sales routines and practices throughout your teams will give you a twofold bonus: new hires will integrate faster if they don’t get conflicting instructions, and sales teams will operate more smoothly with each other for the same reasons.
The key to knowing how to increase sales volume is bringing out the best in all of your sales teams. Work with your employees on both an individual and team level to bring everyone up together. No one sales rep or team can carry the entire company. If you want to know how to maximize sales for your business, you need to focus on ways to help everyone do their best. More resources, better training, and proper oversight will help all of your employees improve performance and reach peak productivity more quickly.