When managing a sales team, you need to walk a very delicate line. On the one hand, you want every member of the team to have the motivation to make as many sales as possible. One of the most proven ways to motivate sales team members is by offering performance-based commissions and bonuses. On the other hand, you don’t want your sales team stabbing each other in the back to steal sales. Too much competition can lead to a toxic sales environment, which can have a severe, negative impact on your business.
To get the most out of your sales team without causing infighting, you need to promote both healthy competition and teamwork amongst your employees. There are a few ways you can create this type of atmosphere at your office.
1. Set Team Sales Goals with Bonuses
The easiest way to encourage your sales team to work together is to include a financial incentive for doing so. Set one or more sales goals for the team as a whole, and if they reach the goals, give everyone a bonus. When everybody benefits from the team’s success, team members are more likely to help each other out. It fosters an atmosphere of cooperation and communication rather than rivalry. Each team member also has additional motivation to do well, as no one wants to be the person who didn’t pull their weight and let the rest of the team down.
Just because you’re setting team goals doesn’t mean that you need to get rid of individual sales goals. You can still pay out bonuses or commissions to sales team members individually so they also stay focused on their own success
2. Schedule Regular Meetings
One problem with many organizations is that each salesperson is isolated from their peers, so it can be difficult for team members to develop a feeling of camaraderie. You can mitigate this by calling the entire sales team in for regular meetings to go over their results, goals, and any concerns that they have.
Meetings are also an excellent opportunity for sales team training, which many organizations overlook. Continuous training is great for sales employees and your company, as it’s shown to result in 50 percent higher net sales per employee. Despite the enormous benefits, the average company only invests $2,000 per year in sales training, despite spending about $10,000 to $15,000 on hiring each employee.
By training the sales team together, the team members have an opportunity to become more comfortable working with each other.This builds a more cooperative atmosphere, one where the entire team is working together.
3. Put Your Team in the Right Positions to Succeed
Every member of your sales team is going to have their own strengths and weaknesses. You’ll get better results and create a more positive atmosphere when you find ways to leverage each member’s strengths and minimize their weaknesses.
For example, you may have one employee who is excellent at initiating cold calls, while another is much better at breaking down the products or services that your company offers. Having these employees work in tandem, with the former gathering leads over the phone and the latter closing the deal by describing product features, could lead to far more sales than if they worked separately. At the same time, you could have these employees learn from each other so they are able to shore up their weak points.
It takes time to learn the best way to utilize your sales team. Consider their backgrounds, personalities, and education, and evaluate their performance metrics to get an idea of what each team member does best and where they struggle. As the manager, it’s your job to get the most out of every employee.
The first steps towards getting your sales team working together while still working hard is setting up team goals and holding meetings regularly. Then, take a deeper look at the skill sets of your sales team to help them reach their potential and succeed.