As a leader of sales, you know your team has the potential to drive tremendous growth within your organization. The best way to ensure that your team meets or exceeds these expectations is by increasing your team's performance visibility.
In sales organizations, this means providing leaders access to their team's "sales DNA", data from successful sellers who have already defined how they execute against plans and how they can increase the overall sales capacity of their teams.
When a business knows exactly what it takes to drive sales and obtain alignment throughout its organization, it can establish a comprehensive sales performance management plan aimed at enhancing productivity and establishing the proper tools and tactics to achieve efficiency and maximize sales performance throughout the company.
So, now the question arises what is the best way to improve your current sales performance plan? How do you ensure your business utilizes all of its tools, tactics, and resources efficiently? These are questions that every leader needs to consider when trying to readjust their sales structure or enhance their team's performance.
To answer all these question we have come up with four tips that will help you enhance your sales performance plan to achieve efficiency and alignment throughout your business.
Tip 1: Transparency is required for improved performance.
According to a recent Mckinsey analysis on the big resignation, 51 percent of those who left did so because they did not have a sense of belonging. Giving credit for completed work and being transparent about procedures and plans go hand in hand with enhanced performance.
Employees must believe that their time and well-being are valued and respected. This can vary depending on the firm, but some of the most effective programmes include:
- A flexible working policy that allows employees to work from home or other locations during normal working hours.
- A generous parental leave programme that encourages workers to take leave when their children are born or adopted, as well as any other medical issues they may have during this time period
- Work-life balance programmes such as telecommuting options and flexible work schedules that allow employees to work remotely when needed
- Employee wellbeing via mental health days
- Communication with leaders and executives must be straightforward.
- Educational and training opportunities Tools that make plans more visible and increase a sense of belonging.
- Tools that make plans more visible, boosting a sense of belonging and engagement in an organization's growth and success.
Tip 2: Investing in Performance Is Investing in People
As we all know, cultivating sales talent is a key component of sales performance. No matter how hard you try, building a top performer on a mud pie is impossible.
Incentives are great, but if the foundation on which your hiring rests is weak, the superstructure will crumble. On the other hand, if your hiring process is sound and your executive pipeline is thick with high-potential achievers cultivated from within, you can't go wrong.
Organizations must go deeper into performance statistics, ask difficult questions we may not have thought to ask a year ago, and outperform the competition when hiring the best.
Tools that boost performance may appear to be a direct hit to the bottom line, but they are a direct investment in your people and critical to retaining your talent.
When these variables are combined, sales companies become more competitive in their efforts to attract and retain top people.
Tip 3: Simply spending money does not improve performance.
The average firm spends $24,000 per person to improve productivity, while 49 percent of organizations have no or limited tools for measuring productivity.
Average-performing sales representatives spend around 35% of their time on direct selling and 65% on non-selling tasks.
Non-selling activities (sometimes known as time drains) include:
- Non-sales phone calls
- Internal discussions/meetings
- Administrative and manual responsibilities in networking
On the surface, these tasks appear to be little, yet they add up.
Focusing on employee engagement requires more than simply purchasing tools; understanding how to utilize them successfully is critical.
Once you've determined what's causing the poor productivity, you can take action to eliminate the impediments and get your salespeople back to selling..
Tip 4: Consistent Performance necessitates focus.
73 percent of quotas are reached in organizations when salespeople apply the company's sales training technique and receive constant mentoring.
If spending more time training representatives results in higher sales figures, why not determine what training your team requires to sell more effectively?
Where do you begin?
- Provide extra training or continued education.
- Provide the necessary enabling materials.
- Make certain that incentive schemes are both competitive and transparent.
- Create effective and efficient communication routes.
Assist your salespeople in being more productive by giving them the knowledge and solutions required to meet their quota.
There are a lot of things that can be done to make your sales team more productive, and hopefully the four tips we provided here have been helpful. While there's no guarantee that they will work for every sales organization out there, they certainly offer some good foundations to build on, and should help you establish a firmer footing from which you can improve your own Sales Performance.
We at Kennect bring to you a system that tackles all those crucial sales operation pain points while also delivering insights based on Artificial Intelligence. Our Kennect system offers to help you keep a tab on your sales, and it will help your business scale newer heights in sales. It helps you keep a hawk’s eye on sales with just a few simple, intuitive and clean interfaces. To know about about the features, read further.
You can also book a FREE demo with our experts right away!