One of the major goals for today’s sales managers is to guide their departments towards productivity. Optimising time management, bearing team member mobility in mind, offering suitable compensation for per diems and mileage allowance, and knowing how to ensure our employees pace and motivation stay high are just some of the keys to reaping better results.
The methods and needs of the professional world are changing at a dizzying pace for both companies and customers. In this new context, sales departments must keep up-to-date and adapt to the customer’s needs as quickly as possible. It is therefore paramount to have the right tools, optimise time management and know how to keep the team’s motivation high. Here are some tips on boosting the sales team’s professional productivity:
1. Careful planning
Keeping everything organised and knowing how to prioritise the sales team’s tasks will enable you to achieve the target of efficiency.
2. Achieving effective time management
It is important to be able to separate superfluous issues from priorities. Getting rid of tasks that might hinder the path to productivity is essential. The time we have needs to be devoted to productive or strategic action in order to obtain better results in the same amount of time. A well-defined sales process that includes only truly essential steps, together with the right sales assistance tools and suitable customer segmentation, will allow us to achieve more with less.
3. Technology, the great ally
Generally speaking, the possibilities that technology can offer us are boundless, and the sales department is no exception. Time is gold for salespeople, and technology is their faithful friend helping to speed up the process. It can simplify tasks such as establishing sales paths, remote access to all kinds of materials, geographic information systems, real-time support tools, monitoring client-related activities, or instant expense reporting. All of this translates into increased team efficiency.
4. Suitable compensation for per diems and mileage
These kinds of expenses are among the major concerns for workers on the go. The company must be prepared to offer suitable remuneration based on market conditions, in order for employees to feel the value of their work.
5. Team motivation
Boosting the sales team’s drive and motivation is the key to success. The most important thing of all is, without doubt, for employees to be devoted to the work they do, and for them to find it as gratifying as possible because it is suited to their skills, attitude and expectations.
The company, in turn, must bear in mind other factors such as letting the employee know what is expected of them or positively monitoring the activities performed. If there is one thing that truly motivates a salesperson, it is professional growth. For instance, by giving them ongoing training, several effects are achieved: professionals feel that they are an important part of the company who is entitled to receive training and support, and their role also becomes more professionalised as employees know more about the product and how to sell it.
6. Investing in an 'emotional salary'
This is the last, but by no means least important, tip. The company must understand that if it strives for its workers’ well-being, this will pay off in the form of greater productivity. Some of the keys to achieve it are:
- Building an employer-employee connection: If the salesperson feels appreciated and a present and future part of the company, it is easier for this engagement to come naturally. Holding meetings or organising team-building activities are a great option.
- Setting individual and group goals: It is essential for each member of the team to have their own specific, measurable, achievable and personalised goals with set deadlines. It is also important for those goals to be motivational, in the sense that the employee finds them challenging and has an interest in reaching them.
- Offering flexible hours: Ensuring that working hours adapt to each employee’s needs is one of the main ways of boosting the sales team’s productivity.
These are just a few tips on boosting the sales team’s professional productivity. Are you ready to put them into practice?