HOW TO USE HR PRACTICE TO IMPROVE SALES TEAM PRODUCTIVITY

 

HOW TO USE HR PRACTICE TO IMPROVE SALES TEAM PRODUCTIVITY

 


Figure 1: graphic {Source : (rubin, 2019)

 

The most effective team of sales associates is a cohesive unit of individuals with high-energy, self-confidence, a consistently positive attitude and creativity. These units are led by managers who exhibit these attributes and act as role models for the team.

Build a winning team with smart onboarding

Companies that have an effective onboarding process for new sales reps enjoy a productivity advantage. Research shows these companies have on average 10% higher sales growth rates and 14% better sales and profit objective achievement.

Focus on the right sales goals

Every sales team has different goals, but guesses what? Only 43% of sales professionals achieved their sales goals in 2019, and 2020 was even worse! In most cases, the reason why sales teams miss their goals is not that goals are too hard, but they are unrealistic. In business, resources are limited. Distributing your energy across too many projects can only damage your sales productivity.

However, if you can focus on a shortlist of high-quality sales goals, you will be more motivated to achieve them, develop better sales strategies, and hit your target faster.

Exhibit trust in your people

Give your sales associates some latitude in how they perform their jobs. This step demonstrates your trust and confidence in their abilities and imparts to them a feeling of ownership for their performance.

Listen to your team ideas

Your associates are dealing with customers’ face-to-face day in and day out. They are a terrific source of customer feedback and can provide insight for tweaks that may be needed to your sales strategies. Increase their confidence by regularly collecting their ideas.

Identify and build upon associate’s strength

Think carefully about the innate strengths each member of your team brings to the job. Think of ways to provide them as many opportunities as possible to utilize those strengths or improve their latent sales talents.

Emphasis training

Whether it is acquiring new sales techniques or detailed product information, this knowledge comes from thorough training and practical exercises. Do your best to provide opportunities to participate in the highest quality education training for your associates.

Encourage a competitive atmosphere

A further boost to associate productivity comes from setting up a friendly level of competition among team members or across teams from other store locations. Design the competition so everyone wins something to head off discouragement.

Conclusion:

In sales, the pursuit of productivity is never-ending. If you can streamline your sales process by; setting better goals, embracing the right tools, qualifying your leads, were monitoring your performance, mastering time management.

Then you’ll be able to increase sales with less effort. Sales are a marathon, not a sprint. The above sales tips should help you understand that every change you make today will pay off in the near future.

 

References

Hanks, G., 2016. The Difference Between Hard and Soft Human Resource Metrics. [Online] Available at: http://smallbusiness.chron.com/difference-between-hard-soft-human-resource-metrics-73984.html [Accessed 01 March 2018].

Heath, R.L. & Bryant, J., 2000. Human Communication Theory, And Research. NJ: Lawrance Arlbaum Associates.

Ichniowski, J., 2009. Human Resource Management in Business Context Employee involvement. [Online] Available at: http://www.hrmguide.co.uk/jobmarket/turnover_cost.htm [Accessed 20 November 2017].

rubin, G., 2019. martechadvisor. [Online] Available at: https://www.martechadvisor.com/articles/sales-enablement/8-tips-to-increase-sales-productivity/ [Accessed 1 December 2021].

 

 

Comments

  1. Sewwandi ThalahitiyagalaDecember 3, 2021 at 8:16 PM

    As we know HR drive the business. HR pumping blood to the company. And giving good practices to employees. Maintain the discipline with good Relationship. great topic. Thanks

    ReplyDelete
    Replies
    1. SampathpcDecember 3, 2021 at 9:52 PM

      Manpower is the main factor in the industry. If you are rich from human resource management your organization will grow on fast and developing fast. thanks for your comment.

      Delete
  2. Sanjaya BandaranayakeDecember 4, 2021 at 3:13 AM

    Human resource department 's involvement for the training and development of sales team is very important. Property trained sales team with a sound organisational culture will definitely bring productivity to the organisation. Good blog.

    ReplyDelete
  3. PrabathDecember 7, 2021 at 1:21 AM

    Interesting and valuable article , have things to learn from this Thanks for shearing keep it up to post good things,

    ReplyDelete
  4. Imashi DayaratnaDecember 9, 2021 at 7:05 PM

    Sales leaders can help HR understand sales strategy, customers and products, and the type of selling resources needed. HR, in turn, can help sales apply a higher level of discipline to talent management so that the sales organization is capable of performing at its best.

    ReplyDelete

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