How to Improve the Performance of a Sales Team
Successfully managing a sales team is one of the most challenging tasks a supervisor can be assigned. When done effectively, however, the rewards can be significant. If you find your staff struggling to meet their quotas, there are methods to motivate them toward achieving and succeeding the expectations of upper management. It's often the case that hard-driving managers fail to stimulate the performance of their subordinates because their tactics are fear-based and over-used. Experimenting with a variety of incentives, both monetary and otherwise, can often yield impressive returns.
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Instructions
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Modeling motivation
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Request input from your team in setting quotas. If you set a target sales figure for your team, they'll often come close, but fall short. If you ask them to provide their own numbers, many managers report that they'll actually set the bar higher than you would have. Additionally, if an employee sets her own target, she is accountable to hit it.
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Divide long-term goals into more realistic, short-term goals. A territory manager for ThomasNet, Michele Micheler, suggests salespeople break their goals down into monthly, weekly and even daily activities that will help them achieve a larger goal. If the goal is a dollar amount, and it usually is, take some of the focus off of the actual dollars. Instead, have your staff track key meetings and phone calls that will contribute to meeting their ultimate target.
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Recognize improvement as well as team leaders. The all-star salespeople often get all of the fame. Take the time to formally recognize the team members who have improved the most in the short-term. It often takes time for the underdogs to develop their skills and start to shine. With a little encouragement, these rising stars could overtake the frontrunners.
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Offer non-monetary rewards on a regular basis. Most salespeople are used to being paid on a commission basis, but other types of recognition can go a long way at a low cost. Simple rewards like tickets to local events, a free stay at a local hotel or sporting equipment can act as inexpensive incentives to excel. Do this spontaneously and aside from the typical promoted targets. This will encourage members of the team to work hard at all times.
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Focus on team building and watch your client relationships flourish. In his article, "Building a Successful Sales Force," Michael Phillips says, "Customers are the reason you live and die, so team members must focus on building real relationships." What better way to model this ethic than through promoting the value of relationships within the team? Spend time with your team in a different context, away from the office. You'll see this value translate to your customers and to your bottom line.
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Tips & Warnings
Seek out other seasoned sales managers and ask their advice.
Don't focus only on numerical targets. Too much emphasis on quotas can hinder a team.
