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How to keep your sales team focused

Staying focused on reaching out to customers in the right way and driving home deals is critical to the success of any sales team.

Staying focused on reaching out to customers in the right way and driving home deals is critical to the success of any sales team. Managers need strategies to help their sales staff keep their minds centered on their goals so they can work efficiently and effectively. For example, a sales incentive program can encourage sellers to pursue objectives with passion and vigilance. Here are a few other tips for shaping work processes that support sales teams in their efforts to achieve quotas and hit milestones:

  • Eliminate busy work and extraneous tasks. To meet ambitious deadlines and reach their goals, salespeople must devote their attention to the core responsibilities of their jobs. While your company might not be able to shift paperwork and other tasks to other employees, streamlining these processes as much as possible can give your team the time they need to make sales.
  • Encourage team members to come up with leads and refer potential clients. A referral system, particularly in conjunction with sales incentives, can inspire sales staff to reach out within their own networks to develop additional business opportunities.
  • Create calendars and structured plans. It's easier to meet intermittent goals and deadlines than to stay on track for long-term initiatives. Building short-term objectives into incentive programs, for example, can help sales teams stay focused throughout the year.
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