Top-notch sales performance drives revenue, establishes the brand, and maximises business revenue. Sales managers spend 90% of their time managing the aftermath of poor sales performance, which is why comparing sales activity against sales quotas and improving the processes proactively should be a high priority for all business leaders.
An organised workflow and predetermined sales methodology exponentially improve productivity, and hence sales performance. Besides providing employees with the blueprint of team objectives, success management criteria, and sales process, thereby improving company culture, this also clearly divides the workload to eliminate any redundancy.
When everyone is on the same page and less time is wasted trying to figure out what to do, customised solutions based on research and experience replace scripted sales pitches.
It is your responsibility to systematically analyse sales metrics and key performance indicators (KPIs) such as growth over time, lifetime value of a customer, conversion rates, revenue, total sales, and market penetration among others to identify weaknesses and opportunities for growth.
Besides informing you if you have met targets and making more accurate projections, this data also points out individual employee strengths and weaknesses for managers to make better project distributions.
This goes both ways – employee feedback and sales processes’ feedback.
Individual focus meetings focused on finding areas of improvement, incentives and perks specific to each position, and public praise result in a happier and more motivated workforce. Unhappy employees are seldom top sellers.
On the contrary, feedback on your strategy and product is equally important to make improvements on the granular level. Regular group meetings are a great platform to share challenges, best practices, and overall team performance. If your staff does not understand the CRM software used, you will never know that until you ask them.
Acquia reports that 78% of customers stay loyal to brands that understand their goals. Investing in customer experience by improving customer support, marketing, website, sales processes, and other points of contact throughout the customer lifecycle is another way of improving sales performance.
Training the employees in customer service, eliciting empathy, and how best to ask for referrals goes a long way in making the consumers feel valued.
Regardless of experience, there is always room for improvement. Training, coaching, and mentoring help workers refresh the basics of selling, such as pitching, closing a deal, or an effective follow up. Marketing and sales materials, a user-friendly CRM, and one-on-one meetings for feedback are integral to improvement in sales performance.
Given the high-demand and competitive environment of sales, resources to prevent employee burnout are also valuable. Ensuring your employee’s work life balance is also important!
Mental fitness and wellbeing combat workplace stressors and anxieties which is why Primely can help your staff design a personalised routine full of positive psychological practices. This not only ensures optimal sales performance but urges them to live life to its fullest.