Your sales team might be the backbone of your company. After all, they are responsible for converting leads to customers, building customer relationships, meeting your company’s growth goals, and handling sales issues. But did you know that sales representatives spend 64 percent of their time on non-selling tasks?
Sales teams juggle multiple responsibilities, limiting their time for crucial sales tasks. They are responsible for repetitive administrative tasks that may lead to loss of sales opportunities, poor performance, stress, and lack of motivation. Unfortunately, this can lead to employee burnout and revenue loss. The good news is you can improve your sales team’s performance and start the new year strong by implementing the following strategies.
Embrace Digital Transformation
Living in a fast-paced environment requires business owners and managers to streamline processes through technology. Digital transformation can ensure data accuracy and provide access to all organization members. Switching to digital platforms helps companies analyze their sales data to review metrics and trends that can help them improve sales and productivity.
Sales analytics makes the team accountable for their tasks and allows managers to train the team based on grounding conversations in data instead of their opinion. The best way to identify the best metrics for your business depends on key performance indicators (KPIs) vital to your business model, such as sales cycles and selling motions. Use the indicators and track progress through digital platforms and software, such as customer relationship management (CRM), to find strategies for success and boost employee productivity.
Focus on Key Sales Goals
Every company has different goals and strategies, but unfortunately, many teams fail to achieve them. A recent State of Sales report found that 72 percent of sales professionals don’t expect to hit their annual sales quota due to inflation, lingering health scares, and supply chain breakdowns. Unrealistic goals with limited resources may also contribute to a lack of motivation.
Focusing on a short list of high-quality goals can boost your sales team, allowing them to develop more effective sales strategies and hit their targets. Look into your sales team’s past performance to determine their goals this year. You can also involve your team in the decision-making process and collectively make a decision and set the numbers. This can help your team feel more involved in the process and motivate them to meet sales goals.
Build a Winning Team
If your current team isn’t crushing their sales goals, it might be time to add some new members. Delegating too many tasks to a small group of employees can overwhelm them, resulting in demotivation and a lack of productivity. Adding new members to the team and dividing the work allows each sales representative to focus on key tasks.
It’s important to remember that building a winning team involves hiring the right people. However, many companies face challenges when choosing the right candidate, leading to a bad hire that may result in staff turnover and financial loss.
Avoid common hiring mistakes by working with a reputable sales recruitment agency with the tools and knowledge to match employers with suitable sales professionals. A sales recruitment agency can help you attract top talent to your company and save you the time and hassle of sifting through numerous applications. They can also help you through the onboarding process and help you determine the ideal compensation for your new members, potentially improving employee retention.
Improving your team’s sales performance isn’t an overnight task. It requires time, patience, and strategic planning. Focus on building a positive company culture and implement the strategies above to build your pathway to success!
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