Coaching your sales team - How to increase performance

Sales people, by their very nature, can be individually focused rather than team focused.  While it is good to have them perform well as individuals, if they can also work as part of a team you are likely to get additional benefits.

Handing over a prospect

We all have differing personalities.  If we have a personality conflict or uneasy fit with a prospect, have a seamless way of handing the prospect over to a more appropriate member of the sales team.

Healthy Competition in Sales

Many sales people are driven by success. Harness this and have the team compete, in a positive way, to outperform others within the team.  Create an incentives programme which rewards the traits or successes you are after to create the best sales team possible.

Setting Sales Targets

Without knowing where you want to get to, you won’t get there.  An effective sales team has set sales targets giving them a measure of what is to be achieved.  It may be a revenue target, a unit target or securing a certain customer.  Set targets and reward those for achieving them.

Sales teams, like sports teams, need nurturing, coaching, developing as well as boundaries, targets and recognition.  Ensure your team has the leadership and framework it deserves to achieve the success it is required to reach.