The sales team are the beating heart of an organization. They are the ones who bring in new clients, increase awareness about a brand amongst its target audience, and drive profits.
If you asked a manager at any of the leading multinationals in the world about the importance of their sales and marketing staff, all of the answers would have a common theme:
Our organization would not be where it is today without the immense efforts of our sales reps and the people supporting them behind the scenes.
The problem, however, is that in a lot of smaller organizations, especially those operating here in Dubai, the sales team aren’t performing to the best of their abilities which eventually hampers the business’ overall productivity.
This is not necessarily because the sales reps themselves lack the basic skills required (although that is a major reason in many cases), but rather because business owners and managers do not know the best ways to increase their workplace productivity.
Most of these managers still believe in the old-school concept that salespeople only care about one thing: their commissions. They try to motivate their staff by offering attractive salary packages and huge profits from potential sales, but this is concept no longer works in the modern industry.
Yes, money is still one of the primary driving factors. Let us face it; most of us would quit our current jobs the second a better-paying opportunity came up. However, pays are not the be-all-end-all of the corporate world.
There are plenty of other, better ways to make your sales team more motivated and increase workplace productivity. In this article, we are going to discuss three ways to do this efficiently and cost-effectively.
Sales is an incredibly competitive industry that is constantly evolving with new trends and practices emerging every year.
Take the example of cold marketing. There was a time when everyone was on the e-mail bandwagon, and you would see companies sending out emails to any address they could find in the hopes of landing a few customers. As time has evolved, this technique has almost entirely vanished.
This is why it is essential that you keep your sales team up-to-date with the latest marketing and selling practices in the industry. Hire one of the best training companies in Dubai, and ask them to conduct sessions regularly. You will notice a significant increase in your sales numbers within the first few months.
After all, most of your competitors are doing it anyway. Give your sales reps a fighting chance and send them out into the market equipped with the latest knowledge and tools for success.
It is fine telling your sales staff that a potential marketing strategy might increase sales or capture a specific target market. However, it will not do them any good until you show them the actual database results.
We live in highly advanced times, and it is surprising to hear how many companies still haven’t adopted data analysis software in their organizational setups. If you are working for one of these companies, it is high time you took the initiative and upgraded your current systems.
Modern analysis tools have slowly become a necessity in the marketing industry. Having the ability to evaluate and analyze the actual results of any sales campaign means that marketing strategies can be altered in real-time to suit different demographics.
When your sales reps see the numbers and know a particular technique is working, they will be even more motivated to go out there and close deals with high-level clients. It is a win-win situation for everyone involved.
Salespeople, by nature, are incredibly competitive people. It is a trait that necessary for survival in this industry, and you should be using this to your company’s advantage.
Give your employees regular reports on where they stand as compared to their peers and always provide tips on how they can improve. Training companies also suggest holding regular competitions and giving away prizes to whoever secures the most sales in a given month.
This will encourage your staff to work even harder and create a positive atmosphere in the office.
Just make sure you never end up discouraging an employee by comparing them to someone else. Each has their own strengths and weaknesses, and they should not ever be made to feel like their skillset is inadequate compared to their peers.