5 Ways To Give Your Sales Staff The Support They Really Need

March 13, 2019

Any bookkeeping, business or tax article contained in this communication, including attachments and enclosures, is not intended as a thorough, in-depth analysis of specific issues, nor a substitute for a formal opinion, nor can it be used to avoid tax-related penalties. If desired, we would be pleased to perform the requisite research and provide you with a detailed written analysis. Such an engagement may be the subject of a separate engagement letter that would define the scope and limits of the desired consultation services.

Share on facebook
Share on google
Share on twitter
Share on linkedin
Share on print
Share on email

“I could sell water to a whale.”

Indeed, most salespeople possess an abundance of confidence. One could say it’s a prerequisite for the job. Because of their remarkable self-assurance, sales staffers might appear to be largely autonomous. Hand them something to sell, tell them a bit about it and let them do their thing — right?

Not necessarily. The sales department needs support just like any other part of a company. And we’re not just talking about office supplies and working phone lines. Here are five ways that your business can give its sales staff the support they really need:

  1. Show them the data.

Virtually every aspect of a business is driven by analytics these days, but sales have been all about the data for decades. To keep up with the competition, provide your sales team with the most cutting-edge metrics. The right ones vary depending on your industry and customer base but consider analytics such as lead conversion rate and quote-to-close.

  1. Invest in sales training and upskilling.

If you don’t train salespeople properly, they’ll face an uphill climb to success and may not stick around to get there with you. (This is often partly why sales staffs tend to have high turnover.) Once a salesperson is trained, offer continuing education — now commonly referred to as “upskilling” — to continue to enhance his or her talents.

  1. Effectively evaluate employee performance.

For sales staff, annual job reviews can boil down to a numbers game whereby it was either a good year or a bad one. Make sure your performance evaluations for salespeople are as comprehensive and productive as they are for any other type of employee. Sales goals should obviously play a role but look for other professional development objectives as well.

  1. Promote positivity, ethics and high morale.

Sales is often a frustrating grind. It’s not uncommon for sales staff members to fall prey to negativity. This can manifest itself in various ways: bad interactions with customers, plummeting morale and, in worst cases, even unethical or fraudulent activities. Urge your supervisors to interact regularly with salespeople to combat pessimism and find ways to keep spirits high.

  1. Regularly re-evaluate your compensation model.

Finding the right way to compensate sales staff has challenged, if not perplexed, companies for years. Some businesses opt for commission only, others provide a salary plus commission. There are additional options as well, such as profit margin plans that compensate salespeople based on how well the company is doing.

If your compensation model is working well, you may not want to rock the boat. But re-evaluate its efficacy at least annually and don’t hesitate to explore other approaches. Our firm can help you analyze the numbers related to compensation as well as the metrics you’re using to track and assess sales.

Share this post NOw

Share on facebook
Share on google
Share on twitter
Share on linkedin
Share on print
Share on email

Our Services

Powerful Financial Insights

As your Guide, we help you translate complex financials to simple and less intimidating information. With this increased understanding of your business, you can make timely and intelligent decisions that fuel your business success
Learn more

Diligent
Tax Compliance

Always feeling stress during tax season, surprise with a huge tax bill, or worrying about receiving an IRS letter? With FAS Team on your side, we will help you get through the tax preparation and filing.
Learn more

Healthy Cash Flow

The lack of cash is one of the biggest reasons why most small businesses fail. We will help you achieve healthy cash position through effective cash flow planning and logical cost management
Learn more

Read Our Other Blogs