Factors That Affect Sales PerformanceOne reason it can seem difficult to find ways to improve sales performance is because of all the factors that affect your sales numbers. Here are some of the factors you should know that influence your company’s sales:
- Sales personnel training
- Content management
- The experiences of your customers
- Your cross-functional alignment
- The inward-facing and outward-facing culture of your company
What Makes a Sales Team Successful?By knowing how the above factors affect your team, you can learn if your reps have the right context, guidance and training they need for sales improvement strategies. You can also ensure your company culture reflects your values and sets your sales team up for positive human interactions with customers and potential buyers. You’ll also need to use technology to your advantage to ensure your customers have the best experience possible. Many of today’s customers do most of their own research online before reaching out to a sales team. Give potential customers an excellent online experience, including the content they need to educate themselves so they are closer to the buying stage by the time they reach out to your sales team. Another major piece of the puzzle for your sales team’s success is collaboration. Every sales team consists of individuals, but these people must work together to reach their shared goals. For your sales team to reach new heights, they must function as a unified force walking down the same path together.
How to Increase and Evaluate Sales PerformanceNow that you understand the foundation of a successful sales team, it’s time to learn some of the ways to increase sales and evaluate your team’s performance.
1. Hire the Right PeopleEvery successful sales steam starts with the right hires. While other parts of your company may rely on individual talent, good sales teams rely on solid training. Hire people who have the personality traits you’re looking for in your sales team — people who seem like they will be open to training and put what they learn into action.
2. Use the Right Sales StructureEvery team is different. Make sure you’re using the right sales structure to match the strengths of your team. Here are the three main sales structures to know about:
- The assembly line: In this structure, individuals specialize in one step of the sales process before handing the potential customer off to the next sales team member for the next step of their buyer journey.
- The island: Here, individual sales reps manage leads throughout a customer’s entire buying journey.
- The pod: The pod model assigns leads to small teams to guide them through their buying journey.
3. Refresh Your Sales StrategyIt’s easy to create a sales strategy and then move on to other things. Meanwhile, that strategy may stop being effective in a year or even in a few months or weeks. Spend time periodically analyzing your sales strategy to determine whether it’s going well or if it’s time for a refresh.
4. Use Data to Make Confident Decisions
Although this article is about evaluating performance beyond the numbers, it’s still important to remember the value of data within your company. Using the right analytics, you can determine how well your sales team is doing and if you can make any improvements. You can also partner with a third party to help you gather the right kinds of data and use those findings to spur progressive action.