Getting the most out of your sales team is essential if you are going to achieve your company's full potential. But it is not always easy. Sales people operate in a stressful environment where they are exposed to rejection and frustration. Effective organisation and motivation of the team is vital.
This briefing covers:
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For example, poaching customers from other sales people or submitting 'creative' expenses forms.
For example, a company car.
For example, your policy on dress code, travel expenses and entertainment costs.
For example, keeping good sales records.
Provide appropriate sales materials.
Give your sales team the equipment they need.
Failure to achieve unrealistic targets can demotivate your team.
It is better to agree increases based on the company's overall performance.
For example, measuring the number of telephone calls made might be appropriate for simple telesales but not for managing key accounts.
It may be necessary to adjust your targets.
For example, in relation to new and existing businesses.
For example, if two people both feel they have contributed to making a sale, or both want to be allocated a profitable client.
For example, telesales might follow a script, routine sales contacts would be handled independently, and key sales people would plan (and attend) key meetings.
Share news and discuss problems.
Structure incentive pay to reflect your business objectives.
Use incentive pay structures that reflect the challenges of the sales environment.
The motivation and support of your sales team is a key factor in achieving your sales and business objectives.
For example, identify territories or customers where sales have been particularly successful and reward all those involved in that success, including support and customer service employees.