{"id":12675,"date":"2022-09-07T14:28:10","date_gmt":"2022-09-07T08:58:10","guid":{"rendered":"https:\/\/kylas.io\/?p=12675"},"modified":"2024-06-20T11:06:15","modified_gmt":"2024-06-20T05:36:15","slug":"how-to-improve-sales-reps-performance","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-techniques\/how-to-improve-sales-reps-performance","title":{"rendered":"How to Improve Your Sales Rep\u2019s Performance?"},"content":{"rendered":"\n<style>\n@media only screen and (max-width: 700px){\nimg{\nwidth:100% !important;\nheight:100% !important;\n}\n}\n<\/style>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Just showing up is apparently (not) half the battle. In today\u2019s day and age, businesses are highly competitive and chock full of talented resources. But are these resources utilizing their talents and skills effectively? As a sales manager, do you constantly sense a dip in your sales team\u2019s productivity, leading to stagnant performance? So, how can you improve sales rep performance? Before we get into that, let\u2019s understand what affects their performance.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-factors-that-affect-a-sales-rep-s-performance\"><strong>Factors that Affect a Sales Rep\u2019s Performance<\/strong><\/h2>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-moodiness\" style=\"font-size:22px\"><strong>1. Moodiness<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-photo is-provider-giphy wp-block-embed-giphy\"><div class=\"wp-block-embed__wrapper\">\n<img loading=\"lazy\" class=\"lazy\" data-src=\"https:\/\/media1.giphy.com\/media\/o6Hc5c9O387Nm\/giphy.gif\" alt=\"Mood GIF - Find &amp; Share on GIPHY\" width=\"400\" height=\"280\">\n<\/div><figcaption>moodiness affects sales performance<\/figcaption><\/figure>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A recent study shows that \u2018moodiness\u2019 is one of many factors affecting a sales representative&#8217;s performance. Undoubtedly, the dynamics between a sales manager and the entire team matter and impact one\u2019s morale. Sales teams with high confidence were&nbsp;<a href=\"https:\/\/www.gallup.com\/workplace\/236366\/right-culture-not-employee-satisfaction.aspx\" target=\"_blank\" rel=\"noreferrer noopener\">21% more profitable<\/a>&nbsp;and&nbsp;<a href=\"https:\/\/www.gallup.com\/workplace\/236366\/right-culture-not-employee-satisfaction.aspx\" target=\"_blank\" rel=\"noreferrer noopener\">17% more productive<\/a>.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-a-flat-sales-compensation-plan\" style=\"font-size:22px\">2. <strong>Fare compensation plan<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-photo is-provider-giphy wp-block-embed-giphy\"><div class=\"wp-block-embed__wrapper\">\n<img loading=\"lazy\" class=\"lazy\" data-src=\"https:\/\/media1.giphy.com\/media\/j6N9OEPXluTzimMohm\/giphy.gif\" alt=\"Money Cash GIF by DrSquatchSoapCo - Find &amp; Share on GIPHY\" width=\"480\" height=\"270\">\n<\/div><figcaption>Fare compensation can improve sales performance<\/figcaption><\/figure>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Compensation plays a crucial role in boosting your sales team&#8217;s performance. A fare and effective sales compensation plan motivates your sales force and increases business revenue and employee engagement. Therefore,&nbsp;<a href=\"https:\/\/www.techfunnel.com\/martech\/sales-compensation\/\" target=\"_blank\" rel=\"noreferrer noopener\">a good sales compensation plan<\/a>&nbsp;should be a priority for growing businesses.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-lack-of-sales-follow-ups\" style=\"font-size:22px\">3. Inconsistent Processes&nbsp;<\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-photo is-provider-giphy wp-block-embed-giphy\"><div class=\"wp-block-embed__wrapper\">\n<img loading=\"lazy\" class=\"lazy\" data-src=\"https:\/\/media3.giphy.com\/media\/Xq37sgtOpWsqrkJMkD\/giphy.gif\" alt=\"Canada Debate GIF by GIPHY News - Find &amp; Share on GIPHY\" width=\"480\" height=\"268\">\n<\/div><figcaption>Consistency creates efficiency sales teams<\/figcaption><\/figure>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Without proper processes, your sales rep will never be able to add value to their entire sales journey. Let&#8217;s take the example of a follow-up strategy. Just one followup is too less. Besides, it will leave no room for building relationships with your customers for future deals.&nbsp;Data suggests&nbsp;that&nbsp;60% of prospects say no four times before buying your product\/service, whereas 48% of salespeople don\u2019t even make a single follow-up attempt. Something to think about and set-up consistent and efficient processes across your business.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Now let&#8217;s find out how to measure your sales team&#8217;s performance. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-fa23aa16-3506-42fb-8872-338a662e10ce\">\n\n\n<p>Looking for a Sales CRM to effectively manage your sales process? Try Kylas, it is easy-to-use, offers Unlimited User Licenses at a flat cost and is free for 7 days! <a href=\"https:\/\/kylas.io\/?ref=signup\" target=\"_blank\" rel=\"noreferrer noopener\">Schedule Demo here<\/a>!<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-how-to-measure-your-sales-rep-s-performance\"><strong>How to Measure Your Sales Rep&#8217;s Performance<\/strong><\/h2>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here are a few simple metrics that can help you measure your sales teams collective and individual performance:<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px\">1. <strong>Funnel Leakage:&nbsp;<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This data shows you exactly where in the sales funnel your leads are dropping off. This gives you the opportunity to not just measure your sales reps\u2019 performance but also understand if your processes need to be tweaked or recreated entirely. For this, you must track your entire pipeline and find out at which stage (qualification, demo, negotiation) your leads are most likely to leave.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px\">2. <strong>Quota Attainment:<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The percentage of your sales team hitting the designated quota allows you to find out if your targets are realistic or not. It also tells you which team members are consistently meeting the targets. If less than 50% of your team is achieving the targets, you must look at reducing your targets. On the other hand, if more than 90% are achieving their targets, you should increase the targets along with the team incentives.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px\">3. <strong>Conversion Rate:&nbsp;<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Conversion rate is the percentage of deals getting converted by a sales rep out of the total leads assigned to them. This allows you the understand the efficiency of your reps. Many times, this number can surprise managers as the highest performing rep might not be the most efficient. And gives you the opportunity to rethink the lead assignment.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px\">4. <strong>Lead Response Time:<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Slow response to customer queries has the potential to throw the deal away. In fact, 53% of customers will rather not make a purchase than wait too long for a response. So, the salesperson who gets in touch with a lead as soon as it&#8217;s assigned has the chance of making the sale. Thus, lead response time is also an effective way to track sales rep performance.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Now that we\u2019ve looked at the metrics that managers can use to efficiently measure team performance let\u2019s move on to the next step. How can they improve sales rep performance?<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-steps-to-improve-your-sale-rep-s-performance\"><strong>Steps to Improve your Sale Rep Performance<\/strong><\/h2>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Constant rejection from prospects, long calls, and hectic working hours make sales challenges. Losing lucrative deals even after facing all this can make a sales rep unhappy.&nbsp;&nbsp;In such scenarios, what steps do you take to improve their mood and performance?<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-set-realistic-and-achievable-sales-targets\" style=\"font-size:22px\">1. <strong>Set Realistic (and Achievable) Sales Targets&nbsp;<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Setting goals lays the foundation for your quarter, and your team&#8217;s performance depends on how effectively you assign goals to them.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When defining KPIs and targets for your team, you must ensure that you\u2019re as specific as possible. The best strategy here is to bifurcate and align targets into weekly and monthly cadences so that the team is aware of their tasks and efforts without getting overwhelmed.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">SMART work goes a long way: Your sales goals will not be practical if they are not&nbsp;<a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-targets\">SMART<\/a>\u2013 Specific, Measurable, Attainable, Relevant, and Time-bound.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-on-the-job-employee-coaching\" style=\"font-size:22px\">2. <strong>On-the-job Employee Coaching&nbsp;<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Regular check-ins can be conducive to maintaining a healthy relationship between a manager and her sales representative. To achieve this, try setting up frequent 1:1 sessions with each member of the sales department, as it will help them stay aware of your expectations without leading to misunderstandings and fallouts later. The most significant advantage of these one-on-one conversations is that your sales rep can get feedback at each stage of their sales lead journey.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-ensure-digital-readiness-among-sales-reps\" style=\"font-size:22px\">3. <strong>Ensure a Collaborative Environment<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The highest performing salespeople receive the biggest salaries. This makes them highly competitive and solitary creatures. While this breeds individual performance, it creates a toxic work culture and reduces team performance. It also makes it difficult for new team members to thrive. As managers, you must foster an environment of collaboration in your team. As per a recent study, more than 83% of high-performing teams leverage intra- and inter-team collaboration to thrive.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-go-beyond-incentives\" style=\"font-size:22px\">4. <strong>Go Beyond Incentives<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Money can buy you happiness, but sometimes motivation comes beyond commissions and incentives. Motivate and encourage your sales reps with some quality rewards instead. For instance, if you want your sales reps to achieve a target, assure them that you and the entire sales department will accompany them on their favourite hobby or sport. It not only gives your sales reps external motivation but builds a sense of trust and belongingness that they seek.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-enable-peak-sales-performance-with-the-right-digital-tools\"><strong>Enable Peak Sales Performance With the Right Digital Tools<\/strong><\/h2>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here\u2019s how digital tools, like CRM, can improve your sales rep\u2019s performance:<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-effective-lead-management\" style=\"font-size:22px\">1. <strong>Effective Lead Management<\/strong><\/h3>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Capture leads automatically by integrating lead generation platforms like Facebook, JustDial, and more with your Sales CRM. Assign them to your team members in a round-robin manner or by setting criteria like lead source, location, deal size, and more. Qualify captured leads directly on the platform and convert them into deals. Create single or multiple pipelines for your deals and convert them easily. A record of lost, won, and closed deals show you areas of improvement.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-automation\" style=\"font-size:22px\">2. <strong>Automation<\/strong><\/h4>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Set up workflow automation to minimize redundant tasks such as sending reminders, updates, invoices, etc., and free your sales teams to focus on closing deals.&nbsp;It also reduces the TAT for customer response and improves your customer&#8217;s experience with your business. <\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-personalize-conversations\" style=\"font-size:22px\">3. <strong>Personalize Conversations<\/strong><\/h4>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Integrate your communication platforms such as SMS, Email, WhatsApp, Facebook Messenger, and more to manage all communication through a single platform. Maintain positive relationships with your clients by sending personalized offers and updates to their preferred platform. Record all conversations to give your customers contextual information in all future interactions.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><a href=\"https:\/\/kylas.io\/features\">Click<\/a>&nbsp;here to learn how a Sales CRM, like Kylas, can improve your sales team\u2019s performance. You can also schedule a quick demo if you want to hear from our experts.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-final-thoughts\"><strong>Final Thoughts<\/strong><\/h2>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Today, managers can succeed only by becoming leaders and facilitating their subordinates to perform better. Sales managers must establish mutual trust, respect, and credibility with their sales reps. They need to build empathy and understand their team\u2019s concerns.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But, as always, there is a caveat.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">They must continuously verify that their trust is not broken and take corrective steps if they see a team member take undue advantage. In case of doubt, they must trust hard data over their gut.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">At the end of the day, sales is challenging. It comes naturally to some, others need training and encouragement to perform better, and some are not suited to it. As a manager, you must use data-backed insights to understand which of your team members falls into which category and help them accordingly.&nbsp;<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><br><br>To do this, do not hesitate to take the help of an intuitive enterprise-grade CRM, like Kylas. <a href=\"https:\/\/kylas.io\/\">Get in touch<\/a>&nbsp;with us to know more.<\/p>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Just showing up is apparently (not) half the battle. In today\u2019s day and age, businesses are highly competitive and chock full of talented resources. But are these resources utilizing their talents and skills effectively? As a sales manager, do you constantly sense a dip in your sales team\u2019s productivity, leading to stagnant performance? So, how &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-techniques\/how-to-improve-sales-reps-performance\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;How to Improve Your Sales Rep\u2019s Performance?&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":14490,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[36],"tags":[5,17,55],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2022\/09\/Copy-of-PB-Banner-Guide-Images-ONLY.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Improve Your Sales Representative Performance?<\/title>\n<meta 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