There are at least 60 areas of improvement for sales reps.
Many of those break down even further.
Here are the top three.
Specifically selected to be fast acting, free to implement and easy to introduce.
This is a whistle stop list, if you need more detail, just the search function at the side of this page – you’ll find all the info you need
#1. Areas of Improvement for Sales Reps – Coach Your Sales Team
The number one sales killer is to starve the sales team of 121 coaching time.
Sales coaching has a huge number of paybacks across a wide spectrum from reducing sales staff turnover, improving morale AND improving sales skill and sales results.
Yet so few managers seem to find the time to perform this most simple and effective of sales improvement.
So, here’s a quick set of questions to, hopefully get you thinking about 121 sales coaching differently:
- Who on the sales team in working really hard yet not getting the results they deserve?
- Who is experiencing a sales dip, where you know they could do better because they have in the past?
- Who id cresting high on a sales wave?
Now: Who Do you Coach?
You coach them all.
Coach number 1 because they are working hard and hopefully won’t need much steer from a sales pro like you to really hit their stride.
Coach number 2 because they are most likely beating themselves up, so the chance to reflect, offload, and raise their mental energy will mean the world to them, and stop the sales slip getting any steeper.
Coach number 3, yes that’s right, you’re going to coach the top performer, because they deserve a chance to get some one to one time with their hero (Hero? Yes, you must be their hero, do you know how tough it is turning in great sales figures for someone you don’t respect?), plus number 3 also deserves a chance to show off his top grade skills, and you might just learn something yourself. An added bonus is that once this person is comfortable with having an audience, there is a ready made knowledge back to help other middling performers.
How much time should you spend coaching?
As long as it takes to see the needle shift.
And if the needle doesn’t shift…tough decision time for you.
#2. Areas of Improvement for Sales Reps – Hold a Daily Sales Huddle
No more than 15 minutes in the am.
And another 15 minutes at close of play.
In the am session – Ask every member of the team what they’ll deliver that day.
In the pm session – Play the above back at the end of the day so the sales day and see if it’s a hit or a miss
No excuses – just a hit or miss.
Coach to narrow the gap during the next day.
Don’t, please do not, make this a news board session or a sharing of admin info type session, this is an accountability activity.
You’ll be surprised the lengths committed sales people will go to to ensure they don’t break promises.
And, someone who consistently breaks promises…well, that’s another tough decision for you.
#3. Areas of Improvement for Sales Reps – Give the Sales Team Total Accountability, Responsibility and Control
Yep, surrender it all to the sales team to deliver or not.
We live in a world of decisions and consequences.
It’s a grown up world.
We all have vested interests.
If your team can’t accept that, but instead expect that you, as part of the management team, to coax, motivate, chase, hassle, chivy, drive or scare them into doing their job, then you’ve got the wrong people in your team.
That’s a really easy thing to do.
Be supportive? Of course.
Be the engine that motors the whole function? No
I have a motto – I can work with anyone at all, I just need to know who I’m working with….and this technique supports that.
If someone is drilling holes in your boat – find out fast.
If someone wants your job – find out fast, and help them get it.
Have your teams back, if they have your back.
If they don’t…that shouldn’t be a tough decision for you.
To learn more about sales improvement – check out our Free Sales Improvement Guide.
This highlights many ways to improve sales improvement, whatever your sales challenge.
There are a multitude of areas of improvement for sales reps – just make sure you’re investing your time, efforts and skills wisely.