The first and easiest thing that you can do to boost your sales team’s performance is making sure they all know what they're supposed to be doing. You can have a great sales team that's winning deals, but they may not be doing it as consistently as you'd like. The easiest way to fix that is by making sure they all know what they’re supposed to be doing. You'd be shocked how often people accidentally win deals. If everybody is on the same page and they’re doing the same thing over and over again, there’s a higher probability that you're going to create a level of consistency, and you're going to be surfing in clear waters rather than turbulent waves.
The second way to boost sales performance is to effectively keep track of everyone's activities. A lot of times what we see is when sales teams need to hit a quota, they rally, they hustle, they engage very heavily towards the end of the month, typically because they weren't doing very much at the beginning of the month. If you have a clear understanding as to who's doing what they're supposed to be doing, it holds everyone that much more accountable, and effectively keeps them honest to what their goal is. Therefore, you end up creating consistent activity and results throughout the month rather than having all of these peaks and valleys. More often than not, what ultimately ends up happening is that salespeople will rally when they need to, and they’ll take their foot off the pedal when they don't need to. That's a lot easier to do when there's not a lot of transparency as to what your day to day activities look like.
The third way to increase your sales team’s performance is by simply making sure you're incentivizing the right activities. Far too often we go into organizations and discover that people are incentivizing the number of calls and booked meetings. That could potentially be something that you need to incentivize, but how do we know that to be true? Make sure you can clearly track what activities and what behaviors will lead you to your end goal. Do not fall into the trap of incentivizing vanity metrics. An example of some vanity metrics are things like open rates, number of incoming and outgoing calls, and the number of leads generated. Those could potentially lead to closing a deal, but from personal experience, they likely may not. So make sure you clearly understand what you should be incentivizing.
Ultimately, these are three standard things that anyone can do to boost a sales team’s performance. However, they may or may not be applicable to you and your organization. If you want to take a real deep dive and discover what’s preventing each member of your sales team from producing more, visit Rose Garden Consulting and apply for a consultation call.