Aggressive collection of results strategies are used in some companies. This is the culture of some organizations that produce mass consumer goods.
And, despite the controversy, we cannot say that it does not bring results.
But that doesn’t mean every company should act that way. In addition to the risk of lawsuits for bullying, an organizational climate that is too heavy and too competitive can be detrimental to the business.
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In this posts, we’ll show you how to collect sales from the team without harming the work environment. And, at the same time, making it clear that it is necessary to perform to stay in the company.
How to collect sales from the team efficiently and without friction
There is no way to lead a sales team without monitoring and evaluating the performance of employees and showing that in the absence of effective results, there is a risk that the company may need to renew some members of its sales force.
But making this a threat and creating a “climate” in the company does not always bring the desired results. In addition to scaring off the good talents that the company has. After all, even delivering results, your best salespeople will tend to look for a company that provides them with better quality of life at work.
See how to charge sales from the team without losing talent. These four techniques are not mutually exclusive. Therefore, they can be used in a complementary way, depending on the company’s objectives and the results being achieved.
Knowing how to charge sales from the team is very important. But other practices can also help improve your team’s performance.
1. Does not cover: enable, encourage, remunerate and retain
It’s not about taking it easy, but making it clear that whoever achieves results is paid for it.
Thus, charges must be made showing that the seller is receiving low commissions and is not earning bonuses or other rewards because he does not meet his goals.
In this way, good salespeople will feel recognized and well paid, tending to stay in the company.
Other salespeople, when noticing that they cannot perform well or receive adequate compensation, will feel that they need to improve their performance in order to remain in the company.
Meet individually with each of them, carry out a skills assessment with the employee and create a performance improvement plan, called the PDI (Individual Development Plan) to help the employee achieve their goals.
Define what needs to be done to improve and dates to achieve these goals.
For this, it is necessary to have a good sales control system. Only in this way will you be able to clearly determine how much each team member sold and calculate commissions and bonuses without errors, to motivate them.
If you don’t have CRM software, you can even use spreadsheets.
But the more efficient your sales tracking system, the easier it will be to charge sales from your team.
2. Give collective feedbacks
Collective feedback is a way to integrate the group and show that everyone is together to achieve a common goal.
So it’s a way to charge sales from the team as a whole. Collective feedback can be done every Monday. In it, the sales leader should show the team’s performance data (never individual salesperson data) for the previous week and point out what went well and what needs to be improved.
After commenting on what worked, ask the salespeople to say what actions you (or colleagues) believe contributed to this positive result.
Then talk about the needs for improvement and ask for suggestions on how to do this. This type of group interaction is very good for pointing out potential future group leaders and for increasing the bonds of collaboration and teamwork.
After the collective feedback, it is recommended to do individual feedback, as we will see below.
3. Give constructive feedback individually
One of the biggest leadership challenges is knowing how to give negative feedback to an employee. It is necessary, at these times, to charge for sales performance. But just passing on the bad part of the story to the seller won’t help.
Evidently everyone has something to improve. But if an employee has done absolutely nothing good and you’re just going to criticize him, it’s more likely not feedback, but a termination interview.
To avoid this, start by hiring well and always training your salespeople.
Always start individual feedback from the compliments and then point out their flaws and define ways to improve the employee’s performance together with him.
4. Cash management
One of the most agile and effective ways to collect sales from the team without causing friction is cash management.
To do this, you must have a dashboard of collective sales indicators that is visible to everyone on a large monitor. Thus, the entire team knows, in real time, what the group’s sales performance is.
Thus, they take the necessary measures immediately, to reverse negative pictures.
In addition, if you have a good sales tracking system, employees should also be able to access their individual performance privately. Thus, they compare their performance with the company’s average and other data, and see where they are excelling and which ones need to be improved.
[EXCLUSIVE BONUS]: Encourage better results with Funnel of Dreams
Salespeople perform much better when working with a clear goal or objective. This result can be further improved if we add the variable “personal purpose” to this equation. Can you imagine the result of the sum of all these factors?
The Funnel of Dreams explains everything! It’s a unique motivation tool designed to help salespeople connect personal dream fulfillment with sales performance.
The platform shows, in a simple and effective dashboard, how many sales need to be closed for the seller to be able, for example, to fulfill the dream of changing cars in a year? In this way, teams gain a boost in productivity and an extra reason to deliver better and better results!