A Simplistic Approach To Improve Sales Performance

by: Nichole Gunn December 4, 2014

Sales slumping? Is there a distinct odor of unmotivated salespeople lingering in the air? Here are few things you can begin doing right now to improve sales performance.

Create personalized sales performance improvement plans.

Sit down, one on one, with each of your sales reps and create a personalized sales plan together. Make sure the plan is either typed up so that there is accountability. It is essential that you make sure the plan is typed up so that there is accountability, so that they will be more meaningful to each individual.

Separate employee recognition from training.

Combining employee recognition while critiquing will completely wipe out the positive effects your appreciation, according to behavioral science. Sadly, people remember criticism most.

Be a mentor to every new sales rep.

Even experienced sales reps need help acclimating to a new company, your culture and your processes. Knowing that a mentor has is in your corner provides a sales rep with a safe place to go for advice and support.

Be a partner, not a parent.

You will never keep top talent engaged and around by micro-managing. Trust your sales reps to do what’s right. Be available to listen to them first and then help guide them to making good decisions on their own.

Hold sales reps accountable.

Be fair and hold your sales reps accountable. When they’re given trust, ownership and the privilege of virtual self-management, they must also be held accountable for their own actions.

If you want to raise the bar for your sales reps you have to set a new standard for the performance that you expect from them. Now go out there and improve sales performance!

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Atlanta, GA 30341
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About Nichole Gunn

Nichole Gunn is the VP of Marketing at Incentive Solutions, an Atlanta-based incentive company that delivers advanced, agile B2B customer loyalty and channel sales incentives programs.