What should the sales team possess?
Context specific knowledge and understanding[/b][/b]
Organizational culture and approach to leadership
Different leadership styles across the organization and the rationale behind them
You own values, motivations and limitations in the leadership role
The strengths, weaknesses and potential of people in the sales team
The vision and objectives of your organization
Business, marketing and sales strategies and the role your team plays in fulfilling them.
Organizational approaches to consultation and negotiation in context of the sales team
Organizational approaches to managing conflict and potential conflict within the sales team and between the sales team and others
Approaches to providing support and guidance and the types of support and guidance required.
What should be the objective of the sales team?[/b][/b]
Negotiation is essential to secure sales people's involvement.
Be aware that sales people are often keen to focus on customers who bring them short-term benefits.
Agree monthly targets based on your sales forecasts.
Set targets for individual accounts, individual team members and different sales teams.
Avoid setting targets too high. Failure to achieve unrealistic targets can demotivate your team.
Avoid raising targets because of previous good performance. It is better to agree increases based on the company's overall performance
Inquire and find ways to encourage and help your sales managers to motivate your sales team. This will build camaraderie and also increase sales.
What can be the performance indicators?[/b][/b]
Define what number of sales should come from which number of visits, calls or contacts - your sales 'conversion rate'.
Set out the sales and contribution required from each sales person.
Assess levels of customer retention and repeat business.
Brining in leads and client relationship management
Team work and group performance
Solutions to improving sales performance are easy to determine once all the facts are put in place. Benchmarking is a possible solution to raising sales performance.
It is important to keep in mind that individuals have unique skills and capabilities and it is the duty of a good sales manager to channel each individual’s abilities towards a team effort.
Advising
Innovating
Innovating is a key aspect of teamwork and involves challenging the way things are currently being done. Technology is changing so quickly that the way you are currently performing tasks may no longer be the best way.
Promoting
To obtain the resources - people, money, and equipment - to carry out your work, you have to 'sell' what you are doing to other people. Resources to implement new ideas will only be given if your team can persuade and influence people higher in the organization.
Developing
Many ideas don't see the light of day because they are impractical. The Developing activity ensures that your ideas are molded and shaped to meet the needs of your customers, clients, or users. It involves listening to their needs and incorporating these in your plans.
The important points in teamwork go like this:
Organizing
Producing
Inspecting
Maintaining
Linking
To improve a team's effectiveness, it is first necessary to understand the factors that impact its performance. Once you understand these factors you can determine when and what team development is needed.
Questions like the ones mentioned below will get solved:
How well suited is the individual for future management positions?
Does this individual contribute to a positive sales team environment?
What are the individual's strengths and weaknesses?
What compensation changes should you consider?
Hence on the basis of the evaluation the further decision as regards pay rise, promotion, demotion etc.
Context specific knowledge and understanding[/b][/b]
Organizational culture and approach to leadership
Different leadership styles across the organization and the rationale behind them
You own values, motivations and limitations in the leadership role
The strengths, weaknesses and potential of people in the sales team
The vision and objectives of your organization
Business, marketing and sales strategies and the role your team plays in fulfilling them.
Organizational approaches to consultation and negotiation in context of the sales team
Organizational approaches to managing conflict and potential conflict within the sales team and between the sales team and others
Approaches to providing support and guidance and the types of support and guidance required.
What should be the objective of the sales team?[/b][/b]
Negotiation is essential to secure sales people's involvement.
Be aware that sales people are often keen to focus on customers who bring them short-term benefits.
Agree monthly targets based on your sales forecasts.
Set targets for individual accounts, individual team members and different sales teams.
Avoid setting targets too high. Failure to achieve unrealistic targets can demotivate your team.
Avoid raising targets because of previous good performance. It is better to agree increases based on the company's overall performance
Inquire and find ways to encourage and help your sales managers to motivate your sales team. This will build camaraderie and also increase sales.
What can be the performance indicators?[/b][/b]
Define what number of sales should come from which number of visits, calls or contacts - your sales 'conversion rate'.
Set out the sales and contribution required from each sales person.
Assess levels of customer retention and repeat business.
Brining in leads and client relationship management
Team work and group performance
Solutions to improving sales performance are easy to determine once all the facts are put in place. Benchmarking is a possible solution to raising sales performance.
It is important to keep in mind that individuals have unique skills and capabilities and it is the duty of a good sales manager to channel each individual’s abilities towards a team effort.
Advising
Innovating
Innovating is a key aspect of teamwork and involves challenging the way things are currently being done. Technology is changing so quickly that the way you are currently performing tasks may no longer be the best way.
Promoting
To obtain the resources - people, money, and equipment - to carry out your work, you have to 'sell' what you are doing to other people. Resources to implement new ideas will only be given if your team can persuade and influence people higher in the organization.
Developing
Many ideas don't see the light of day because they are impractical. The Developing activity ensures that your ideas are molded and shaped to meet the needs of your customers, clients, or users. It involves listening to their needs and incorporating these in your plans.
The important points in teamwork go like this:
Organizing
Producing
Inspecting
Maintaining
Linking
To improve a team's effectiveness, it is first necessary to understand the factors that impact its performance. Once you understand these factors you can determine when and what team development is needed.
Questions like the ones mentioned below will get solved:
How well suited is the individual for future management positions?
Does this individual contribute to a positive sales team environment?
What are the individual's strengths and weaknesses?
What compensation changes should you consider?
Hence on the basis of the evaluation the further decision as regards pay rise, promotion, demotion etc.