The Importance Of Communication In Sales

One of the most important aspects of sales, is to take a dynamic approach. In the current economic context, market conditions are changing frequently and not do only do you sales team need to be aware of the changes, their sales pitch must be informed by them. In this post, we look at how to get the most out of your sales team by communicating with them.
- Review Targets
‘In our sector ‘, says Martin Wallwork, CEO of holiday4u.net, ‘ the market is constantly changing due to seasonality and competitor activity, therefore, it would be ridiculous for me to keep the same targets for our sales guys throughout the year”
In general, targets are there to focus and motivate your sales team. Set them to high and they will have the direct opposite effect. However, set them to low and you will end up paying out a fortune in commission and damaging your profit margins. “In our company” comments Wallwork, “we have a meeting at the beginning of each month, to set targets informed by what both I and the sales team think are achievable.”
- Take the Time to Talk
Like any employee, salespeople need to feel appreciated and recognised for their performance and hard work – especially in the current economic context where deals are tough to get and morale is low.
Also, if you do want to reward one of your team do it in person and preferably in front of the whole department. Not only will this increase the motivation of the individual in question, it will also energise the rest of your team.
- Listen to Your Team
We have mentioned on a number of occasions, the importance of providing platforms for your customers to give their feedback on your product or service, from the point of company formation. However, it is also important that it works the other way and you get feedback from your sales people about you customers.
Not only will this help inform future sales and marketing activity, it will also provide you with an insight on how each sales person approaches their job differently and from that you can establish how best to incentivise them.