Optimize sales teams and sales processes
Implementing a sales performance management strategy is challenging. It is key to the success of any organization in every market, therefore you must make it work perfectly for your sales department. But, what characteristics does a successful sales performance management have? Take a look at this information and start your sales performance management on the right foot.
Vision
Having vision means that you know exactly where you want your team to be at some future time. As the person in charge of the sales performance management, you should aim to achieve a long-term vision to maximize your team efficiency. Not having a clear vision could lead to lack of focus and difficulty in activity prioritization. Don’t let that happen to your sales team and have a sales performance management that provides focus, direction, strengthens your team and improves results.
Leadership
Sales performance management should be target and deadline driven, both characteristics of good leadership. The quality of a sales manager or director has a direct impact on the sales team’s success, good leaders have control and establish the code of behavior that all salespeople must stand by. Good leadership in sales performance management will keep the sales team focused and moving forward, solving problems quickly regardless of the circumstances.
Goals
Salespeople must know what objectives they are working toward. Sales performance management professionals should be able to set attainable goals for the sales team. It is incredibly important to set both long-term and short-term goals as part of your sales performance management strategy. Don’t forget to regularly review the expectations you set for each salesperson and do a proper follow-up.
Recruiting, selecting and hiring top performers
It is evident, you need top sales performers to make sales performance management execution a reality. Excellent team members will do a great job which will lead to scale and grow revenue, a sales team filled with top performers is essential to success. During the recruitment process make sure to ask the right questions so you can detect the candidates’ strengths and how they align with your actual sales team needs. Look for candidate full of energy and excitement, and don’t forget to follow these tips to establish a great recruiting program.
Training
Giving your sales team the tools they need to succeed is also part of the sales performance management. Educating and developing your sales force is substantial for goal achievement. Effective sales training processes and techniques will give your salespeople a clear vision of the values and strategies they should follow. Great sales performance management looks for sales reps to improve their skills through consistent training.
Coaching
Understanding, guiding and supervising salespeople is also part of a sales performance management strategy. One of the principal goals of a sales manager or director is to be a good sales coach. Coaching is important to boost sales team performance and helps sales leaders to detect and diagnose each rep’s particular area for improvement.
Motivation
There’s no sales performance management without sales team’s motivation. Empower your team member by letting them know how good they are in their job, and that to trust them to fulfill all sales department goals. Commissions are another important aspect of motivation, money motivates. But, commissions should be accurate, transparent and well managed. You can achieve that by using a sales commission tracking software, just like Blitz. Spread the trust in your team.
So, does your sales performance management has these characteristics? Then, you are more than ready for sales success. Bring all the deals to the company and fulfill all your sales department goals.
Source
Wilner, Jack D. 7 Secrets to Successful Sales Management: The Sales Managers Manual. St. Lucie Press, 1998.