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“True sales effectiveness requires creating and building manager skills and a management culture that adds value to the sales force”
In the past, the sales manager’s job was limited to hiring and then keeping strong sales performers.Today, sales managers are still recruited from the ranks of the sales team, but they play a more vital role in creating sales effectiveness. Research shows that sales managers who engage their salespeople, coach effectively, and lead through a systematic sales process have higher win/loss ratios, higher revenue, and lower salesperson turnover.
Here are 8 tips which will help your sales team perform more effectively –
PLAN A MARKETING STRATEGY & KEEP YOUR SALES PEOPLE INFORMED
LOOK FOR HUNTERS IN THE MARKET
MARKET IN SMALL CHUNKS
Never send more marketing and lead generation materials out than sales can follow-up timely. Timely follow up ensures repo building with your target customers leading to an increase in your sales turnover ratio. Too much of information can cause clutter leading to confusion among your sales reps and their respective leads.
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MOTIVATE SALES REPS & BE LOUD ABOUT POSITIVE FEEDBACK
Salespeople tend to have two top motivators: money and recognition. You may be limited in how much money you can shower on your salespeople but there’s no limit to the recognition you can provide. If a salesperson is performing well, praise her both privately and in front of the team. Any time a salesperson’s performance improves markedly – even if he’s not doing much better than the rest of the team – make a point of showing him that you noticed that improvement. A little positive feedback can do wonders to boost your team’s morale and get them performing at an even higher level.
PROVIDE REGULAR TRAINING SESSIONS
COMMUNICATION IS NECESSARY
Evaluation of progress is very necessary. Once you have given targets to your sales reps, make it a practice to take regular hurdles and ask them about their progress. If you find any loophole in the way they are managing their leads, take steps to correct those. Evaluating progress keeps the sales people on their heels and they perform more effectively.
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Learn from real practitioners not just trainers.
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