The late great business person William Clement Stone once said, "Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." Provided the recent economic downturn, this line still rings true, most especially. If you're a sales manager and you have actually observed that your team is not meeting expectations, these pointers may serve to help you dramatically improve sales performance.
Engage in individualized coaching sessions.
One-on-one coaching gives numerous conveniences. For example, this style of coaching makes it possible for people to loosen up and find it easier to open up concerning the different challenges they may take on. Since there are less disturbances, the person being coached can give a hundred percent of his attention and absorb information more effectively.
Improve the sales process.
Certain sales teams are extremely skilled and clever yet somehow still can't succeed to close adequate sales transactions. An inefficient sales process, where the steps entailed are outdated and inefficient, could be the main culprit. See whether you should enhance your company's sales process even further so you can have an absolute picture of the things you should attend to.
If your sales targets are excessively high and unlikely, then you're setting up your sales team for failure rather than success. What was once efficient may not be applicable with today's benchmarks, specifically in light of the recent global economic recession. Economic elements do have an influence on sales numbers as more customers are susceptible to look at their buying decisions more than ever. Consequently, you should adjust your targets so that your sales team is less likely to suffer a burnout.
If your team is slowly getting onto the ideal track, you can develop their self-confidence much more by rewarding them with a compliment every once in a while. Getting good remarks assures your people that you monitor their performance and that you recognize their efforts. You can also ask to treat them to lunch as a reward for hitting their targets.
Every sales team is bound to face challenges as a result of different economic difficulties. Besides the previously mentioned pointers, you can help your sales force carry out better by hiring a sales consultant to conduct an effective sales assessment test. For other related info, check out inc.com/guides/201108/improving-a-struggling-sales-team.html.
How to Improve the Sales Performance of Your Team