Did you know 50% of your sales team is wasting more time on unproductive tasks? Understanding the gap and things that are pulling sales performance back can make an exponential difference in your sales numbers. Its been seen that the right sales compensation plan can bring a maximum amount of sales and helps in achieving sales target on time.
1. Hiring People Who Are Lethargic or Unmotivated Is A Bad Idea
Competitiveness is a core characteristic of top-notch salespeople. You may have great relationships with other members of your sales team, but at the core of their being is the desire to outperform them. You’re setting yourself up for failure if you work with slackers. Instead of going out into the field to demonstrate your company’s products or hold one-on-one meetings with potential customers, this salesperson is more likely to be sitting at a desk all day. It’s possible that you’ll need salespeople who do their best work sitting at a desk, making calls, looking for new prospects, and scheduling appointments. On the other hand, lazy, unmotivated salespeople don’t even bother to do it this way. Your team is poisoned by lazy, unmotivated salespeople who spread resentment and bad feelings around the workplace. Motivating someone who doesn’t want to be motivated is like trying to cram a square peg into a round hole. It doesn’t matter how much you support them or put yourself in their shoes, they’ll always find a way to undermine your efforts. Also, note down that a right-suited sales compensation plan can help your sales employees to keep motivated.
2. Set Impossible Goals Secondly Panic Attacks: What to Do
Executives are always on the lookout for more. An anxious sales manager may set unrealistic goals for their team because they’re concerned about the feedback they’re getting from their superiors. When you set unrealistic goals, the opposite happens. New employees need time to adjust to their new surroundings. As they become more comfortable with their role on the team, it’s best to use waterfall goals to gradually increase their responsibilities. If you have the best people, you can achieve greater success. Goals are important to these people because they enjoy the challenge of outperforming others’ expectations and because achieving higher goals means more money in their bank accounts. Even with your best salespeople, setting unrealistic goals is a bad idea. To the detriment of salespeople’s confidence, you set goals that are unrealistically high. In the same way, a top salesperson’s unrealistic goal can be equally debilitating. When they fail to meet expectations despite their best efforts, they will be constantly frustrated and upset.
3. Don’t Make It Easier for Your Sales Team to Do Their Job or to Excel
Most days as a sales manager include tracking quotas, keeping tabs on your team’s output, and perhaps presenting a report to upper management on how the team is doing. However, being an effective manager necessitates going above and beyond the call of duty on a daily basis. Despite the fact that a sales rep’s day can change in a heartbeat based on the feedback they receive from potential clients, they frequently need assistance in organizing their day outside of the normal activities of making a deal. Maintaining a high level of focus on their responsibilities and ensuring that they are aware that they have responsibilities that go beyond the details of a single deal is often a part of your job description.
You can add the above points to your list to identify your sales team’s unproductiveness. elevateHQ is a leading commission management software that can integrate with any CRM software and allows you to track and improve your commission plan performance.