7 Ways to Improve the Productivity of Your Sales Team

In any sales team there are a number of opportunities to improve their productivity. In today's current economic climate, improvements in sales can have a profound effect on total company performance.

1. Cut the really bad performers. In every sales team to have the people who just cannot seem to produce a reasonable level of sales no matter what they do. You would've probably tried coaching, training and mentoring with little effect. Don't waste anymore time or effort, suggest they are not suited to the job of sales and move them on rather than prolonging the agony. It is the best for everybody concerned.
2. Coach your very top performers. These people will be able to become even better, so invest some time and money in them so that they can be as productive as possible.
3. Provide an encouraging environment. Set the right example. Make sure that your team have the best tools and learn as much as possible about motivation and self-motivation. Create an environment that fosters self-motivation.
4. Provide a focus on accountability. This means that each individual is accountable for their routine work, they're selling and their results. Make your team members accountable for their performance.
5. Help each sales person to become more effective. You can achieve this by showing them how to best use their time and make sure that their individual productivity increases. Even relatively small improvements in the way time is used can lead to large improvements in sales. Make sure that they understand that the planning function is the key to higher sales.
6. Agree mutual expectations with your sales people. Rather than set targets for them, sit down and agree individually what they should be achieving and get agreement that it is "fair and reasonable."
7. Insist on reporting. Be uncompromising in the standard and the timeliness of reporting because this information is just so valuable. It will enable decisions to be made regarding marketing if the information is accurate and up to date. Make sure that market intelligence is included in this information so that there is a good understanding of what is going on amongst competition and new start up companies.

Remember that when you set targets with your sales people, also set milestones on the way. Each milestone is an excuse to celebrate progress in the right direction and sometimes we forget this in our desire to close more sales. Make sure that you also have the opportunity to celebrate small things because they are more frequent.

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