The Best Performance Management Techniques to Boost Sales Success
A sales team is only as successful as its management.
There are endless challenges that sales management leaders face today. For example, without comprehensive training, sales reps won’t have a sufficient grasp of the product they are selling.
Poor onboarding to the CRM platform results in low user adoption, and breakdowns in communication between team members or between the reps and customers can undermine the entire sales process.
These types of common issues can lead to a high staff turnover rate, low team morale, and ultimately result in disaster. In order to attract and retain top quality sales reps and boost sales success, managers today need strategic techniques to manage efficiently and turn these potential wrongs into rights.
Set clear goals and strategies
It is important for management to set clear and achievable goals for their sales teams at the beginning of each year and each quarter. Together with these goals, there should be a strategic plan laying out the precise requirements to achieve success.
Make sure as a manager that you schedule time with each member of your team to define their individual goals and benchmarks to hit along the way. This will help segment the overall target into easily attainable tasks.
Clearly defining your sales strategy, value differentiation, and unique selling points will help guide the sales messaging of your team. Share this process with your sales team so that they feel invested in the plan and are instilled with a sense of ownership and pride, which will positively affect their performance.
Consistently measure performance and adjust forecasts
No sales manager wants a nasty surprise at the end of the quarter. To avoid this, it’s important to track and measure performance through effective metrics. This helps to identify areas of weakness within the team and possible missed targets. Equally, if a team or a specific sales rep is overachieving, then the management should reward them appropriately.
As a sales manager, if you don’t effectively track and monitor your team’s performance throughout the quarter, you won’t be able to give the necessary feedback to your team, and you won’t know how to effectively use your resources.
Armed with the right information, sales managers should adjust their forecasts and strategy’s goals so that they can be as accurate and transparent as possible.
Invest in initial and ongoing training
When a new salesperson joins the team, there should be a comprehensive onboarding process to the company’s CRM platform. This provides team members with a comprehensive view of each customers’ journey and allows them to better understand what angle to take in their sales pitch.
These platforms can be complicated to navigate, and without comprehensive initial training, your sales team will not effectively utilize all of the tools within the software. Remember that it’s worth investing in extensive training at the beginning of a team member’s onboarding process so that they can reach their full potential as a sales rep.
Training is too often a one-time occurrence rather than a continuous process. Training should not end after onboarding. Rather, it should be a continuous process. For ongoing training, contextual learning platforms are an excellent solution.
Prompts and tips delivered in real-time are targeted and personalized, making it easier for each sales rep to complete tasks and retain the information for the future. This type of training doesn’t disrupt the flow of their work day-to-day and will aid in better performance over time.
Don’t micromanage – let your team learn
To be an effective sales manager, you need to manage delicately. If you notice that one of your team is performing poorly, then they need your guidance. You can teach them from your own experiences of failure and success.
Resist the urge to take the account away from the salesperson as a result of a mistake, and instead, give them an opportunity to implement your feedback and succeed.
If you want to get the most out of your team, then you need to focus on the bigger picture and delivering the strategy. Giving your sales team autonomy over their accounts and not getting overly involved in each transaction will empower them to work harder and feel more invested in their success.
There are a plethora of ways to motivate your team and boost sales success.
The traditional ways include bonuses and commissions. A sales manager could also incentivize with alternative methods such as team events, or turning sales targets into a team game. Think of incentives that require the whole team working together, creating comradery and greater team support.
As the sales manager, you need to determine which methods are most likely to motivate your specific team.
The art of best performance
As with most things, best performance management techniques require a range of different approaches. As a sales manager looking to boost sales success, you need to set clear and attainable goals for your team to achieve.
Track your team’s progress using accurate metrics. If you notice an area of weakness, use it as an opportunity to coach effectively.
Use the benefit of your own experience.
Training should not be just when standards have slipped, but rather be a continual and consistent part of your team’s development and include motivational incentives for success.