Without the right objectives, skill sets, and training in place, the sales team will struggle to stay motivated and lack a clear direction – resulting in an underperforming sales team.
Regularly checking sales dashboards and tracking sales metrics can help businesses stay on top of their sales performance. Businesses should analyse metrics like call records, contact points, lead-to-close ratio, and follow-up times to identify the root cause behind underperformance in their sales team.
They should also engage with both the sales team as a whole and with individual team members. Instead of dictating business goals to sales professionals, include them in the decision-making and goal-setting process. The company should also provide employees with mentoring and appropriate skill training to help them achieve their goals.
Along with acknowledging the achievements of sales team members, businesses must also provide low-performing individuals with constructive feedback. Apart from relying on emerging technologies to automate and simplify tasks, brands must also create standard operating procedures (SOP) to streamline the sales process from prospecting and qualifying leads to nurturing and closing.
[11 minute read]