5 Ways To Boost Sales Team Productivity
Today’s business world has become very cutthroat with the aggressiveness of the competition in trying to take all the customers from your niche industry. It’s something that is out of your control. What you can control is what’s within your backyard, and that is your own sales team.
Aside from elevating the quality of your product and ramping up marketing strategies, you must have an excellent tactic to boost the productivity of your sales team.
The sales department’s role in bringing profits is crucial to your business’s health. They’re in contact with the customers and tasked to encourage repeat purchases, upsell complementing products, and enhance customer loyalty.
In the United States, the revenue in the manufacturing industry is projected to grow at a staggering number of USD$7.94 trillion. The motor vehicle and trailer industry are leading the pack and taking the most significant percentage. Demand plays a vital role in this number, and so is the effort of every member of any business’ sales department.
Suppose you’re experiencing a challenge in boosting sales productivity. In that case, you should know that there are ways to help your business increase this so you can attain higher profit margins and ensure the longevity of your business. Here are some of the ways:
1. Adopt The Use Of Sales Tools
You cannot dodge a bullet, especially if it’s directly aiming at you. And technology is just like that; it’s a bullet targeting everyone in this day and age. Today’s businesses utilize modern tools like software powered by artificial intelligence and machine learning to make tasks easier to accomplish.
In the manufacturing sector, it would be best to utilize software to configure, price and quote so, it becomes effortless to calculate everything needed to meet a customer’s demand, including the cost of materials, labor, and overhead costs. This way, you can be sure you’re charging everything and not losing profit.
Aside from assisting you internally, it will also improve the customer experience as there would be minimal wait time, and you can get back to your clients quickly with the appropriate answer to their inquiries.
This software can also be integrated with most business tools like your CRM or customer relationship management software and WMS or warehouse management software. Everything will be at your fingertips, taking the guesswork out of the equation.
2. Define Your Targets
Your team can work better if they know your target. As the organization’s leader, you must set goals for your team so they can have a direction to follow. Without a plan, they will work aimlessly, and there will be no unity and no teamwork.
Setting an attainable goal in the beginning and raising the threshold of your goal is something you can implement so your sales team will be more challenged and exert more effort. This strategy will also allow you to identify your sales team’s capability.
3. Incentivize Your Team’s Efforts
People work better if they know the answer to the big question, “what’s in it for me” (WIIFM). If you place a reward on a goal, your team can focus their eyes on the prize. This is a great way to build momentum and excite the people in your sales team.
When putting a reward on a goal, it’s imperative to set parameters so your team will have clear guidelines to follow and not become overly enthusiastic to the point that they’re already doing hard sell and eventually turn off even your most loyal clients.
Putting an incentive on a goal will boost your team’s morale and give them something to look forward to. It’s an essential tool in increasing productivity in any organization.
4. Track And Update Your Team Regularly
Your team can significantly benefit from regular updates of your sales progress. Giving them a goal and then leaving them clueless will make them feel left out and demotivated. Using tools to track your sales efficiently and help you see your team’s progress.
You can update your sales team regularly and inform them of their most updated numbers. Updating your team will make them feel you’re involved in the process and genuinely concerned.
5. Map Out Your Strategies
Your team can benefit from a great leader who will help them attain their goals efficiently. Everyone’s goals can be accomplished in no time if you have a strategy. It is important to have a map that will show the step-by-step process of attaining your team’s objectives.
Typically, a strategy begins with a SWOT analysis (strengths, opportunities, weaknesses, and threats). When this has been identified, you must prepare an action plan so your team can implement a targeted move. A model like this will be more efficient since your decisions are based on observed facts. You will see your productivity improve and your sales soar in just a quarter or less.
Increasing sales is every entrepreneur’s goal for their business. Hiring the right people and giving them the right tools, such as technology and software, will make their work easier. Conducting step-by-step plans is necessary to increase productivity and attain high sales for your company.