Evaluating the Sales Team Holistically
Sales people are constantly under pressure to deliver on their sales targets. Sales people determine what level of success a business shall enjoy. Where there is a problem with hitting those targets, the rest of the business shall be in trouble. Read more about sales rep evaluation
Apart from the numbers, you need to measure the success of your sales team using other variables. Those figures are not the only dimension of their existence or purpose. It is important that you look at more than what those numbers tell you when evaluating their performance. This is how you will end up with a stronger and better-performing team for a longer time. Sales figures matter a lot, but there is more to it than that. Here are the different ways you can choose to do the evaluation for a more comprehensive understanding.
You should focus on the process as much as you will look at their achievements. While the main objective of a sales team may be those numbers, looking at how they get them is just as important. This is why you need to look at the sales funnel in place. There is a need to know how well your sales reps make use of that sales funnel. You will thus see how they make some of the mistakes they do. When you are aware of what cost them a sale, for example, fixing it becomes so much easier for you.
You need to see to it that you also promote those who prospect well. Prospecting happens to be the least favorite part of doing sales work. It is however what leads to there being clients to sell to. You can get them to prospect more by offering rewards to those who do it well. This is how they will do it better and also see more of them coming up to take that challenge. Learn more about
You need to also reward those who train others. It is normal to see most of the sales done in an organization being the product of a few top salespeople, a situation that leaves too many chances unused in the rest of the team. When you encourage those top performers, to train the rest on how to handle different sales obstacles, more of your sales force shall have more success in the field. The top salespeople shall refresh their skills, and the others shall learn so much useful info to help them close more sales better.
There is also a need to grow the spirit of teamwork. There is a reward for individual performance, but teamwork takes all of them much further. There is a need for competition to help them do their best. It is important that they understand that the completion other companies bring is what you all collectively need to work against.