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Sales performance - How to get the best out of your team
A statistic by Webinar shares that 79% of sales executives say that improving the productivity of existing sales representatives is the leading driver for hitting new targets. In this article, we will look at the best ways to get the best out of your sales team to improve your sales performance.
Factors that contribute to your sales performance
Your sales team’s performance is dependent on many factors that contribute to your sales performance and have a big impact on your team, such as:
- Your customer service
- Your unique selling proposition (USP)
- Pricing
- Prospecting
Customer service
Your business’s customer service has a massive impact on your sales performance. Sales representatives who can provide great personalised customer service to clients will yield better results than team members who are unable to do so. Customers will become more comfortable with sales representatives who offer personalised service and build trust with them which will greatly increase the likelihood of a successful sale being made.
USP
Having a USP to offer customers has a big effect on how good your business’s sales performance is. Focusing on a USP when talking to customers is a great angle to take for sales representatives as it will help them show customers that they can offer a unique solution to the client’s problem that they are unable to get elsewhere. This will increase sales, and revenue and grow your business. Some examples of a USP is the:
- Price
- Value
- Accessibility
- Speed of service
Pricing
The pricing of your product can have a big impact on your sales performance, with Pearagon sharing that 35% of sales representatives find that one of their biggest challenges is trying to overcome objections to prices by customers. If your competitors are offering a much lower price for similar products or services, it can be very difficult for your sales team to find an angle to complete sales with customers as they will be more interested in the lower prices of competitors in the market. However, if you offer a premium service then you can keep your prices high and show proof of the value that your service will offer.
Prospecting
Good prospecting can have a huge say in how successful your sales performance is. Drip highlights that 40% of salespeople believe that prospecting is the most challenging part of the sales process. Prospecting is the process of communicating with potential customers to gain new leads for your sales team. If the prospecting process performs well, your sales team will gain higher-quality customers that are more likely to be relevant and interested in your products or services. This will help your sales team perform well and increase the number of sales you make.
Find out different B2B prospecting methods that can help your business.
Methods to increase performance
Your sales performance can be increased in a number of ways such as:
Hiring the right team
Hiring the right team members for your business will impact the way your team performs as factors such as experience, personalities and people skills will all have an effect on it. The experience that your potential team members have will impact your performance as people with a lot of experience will likely have a smoother onboarding process and perform at a higher level at a faster pace. Furthermore, hiring good personalities with people skills will help your workplace have high morale and perform at a high level.
Incorporate regular training
If your incorporate regular training into your business, your sales team will be able to perform at a higher level and help your business win more deals. Training in the form of sales coaching and regular performance meetings will help your business strategize different techniques that can be used to provide better customer service and create long-term relationships with customers.
Adopt new technologies
Adopting new technologies will help your business increase its efficiency, streamlining your sales processes and providing better customer service. Common technologies that many businesses use our CRM software and business process automation (BPA) software.
CRM software – Incorporating CRM software into your business will help you streamline areas of your management to help you improve your sales team’s performance. Good CRM software, like TEB, will help you track your performance and learn insightful data about your customers and processes with graphs, charts, and reports. This will make decision-making become streamlined for both management and leadership to improve your sales performance. Webinarcare shares that CRM software can increase productivity by 34%.
BPA software – BPA software is great for businesses as it will help their sales team increase their efficiency and productivity by automating mundane tasks for them. Tasks such as assigning leads to team members can be automatically done using BPA, helping save your sales team time and resources, while also improving areas of your sales process such as your response time.
Set a clear working structure
Having a clear working structure with objectives and key performance indicators for your team will help improve your business’s sales performance. Your team will have more guidance with how they should perform, the goals and objectives they should meet and what is expected of them. Champion Health share that workplace culture affects 76% of employees’ productivity. This statistic shows how important a workplace culture is for your business and sales team to perform at a high level.
Find out the right team structure to win more sales for you.
Increase staff morale
Increasing staff morale is a great way to increase the performance of your sales team as happier staff will work more efficiently and productively for your business. Staff morale can be increased by introducing social work events to increase the bond between the team members. Higher staff morale will have a good impact on your staff’s engagement with organisational goals.
Enhance your sales performance with TEB
TEB is a sales automation CRM software that can completely enhance your sales performance, boost your sales, and grow your business. Your business will gain these benefits through TEBs unique features such as:
- Automatically assign leads to team members – Automatically assign leads to team members to improve your response time and win more deals
- TEB storyboard – View your customer’s buyer journey with you to see where deals are being lost and better understand your customer’s wants and requirements
- TEB teams – Create different sales teams within your business to suit your structure and increase your sales
- Track your sales team performance – View how many deals your sales team is winning and losing to streamline management
- Generate over 250+ Reports – Gain data to let leadership and management make insightful decisions to improve performance
Schedule a demo with us and we can show you first-hand how your sales performance will improve, helping you grow, generate more revenue, and increase profitability.
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