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Propagandists | How to set realistic sales expectations for your sales team

Propagandists | How to set realistic sales expectations for your sales team

#BrazilSFE #Liderazgodeventas #Expectativasdeventa #EquipmentManagement #Establecimientodeobjectives #KPIs #Indicadoresderendimiento #Comunicaciónclara #Motivacióndeequipo #Follow-up #Productividaddeventas #Managementdecuotas #Planificacióndeventas #MejoraContinua



As the leader of the sales team, you must position your  Promoters  for success. This means establishing realistic and achievable expectations that promote growth and optimal performance, ensuring at the same time that these expectations do not lead to exhaustion or affect team spirit.


    Your objectives must be communicated, without leaving room for misinterpretations. Establishing expectations explicitly is a crucial step to increasing sales income and producing a favorable investment return.


    KEY COMPONENTS FOR ESTABLISHING SALES EXPECTATIONS

    When establishing sales expectations, there are four key components to consider that are crucial to achieving general success.


    1.  SETTING GOALS

    Establishing objectives consists of defining what you want your sales team to achieve both at an individual and team level. There are two strategies you can use to determine your goals:


    Bottom-up approach : first, establish general revenues or commercial objectives that your entire team must strive to achieve, according to the broader goals and objectives of your company, and not necessarily the individual capabilities of your salespeople. Luego, assign individual quotas that achieve this objective.


    From below to above : evaluate each     sales  representative individually to establish achievable personal goals. Review historical sales data to obtain information about your capabilities, incorporate an expected growth factor and establish specific objectives. This should motivate each member of the team to excel and, at the same time, remain alert to avoid possible burnout.

    In any case, it must be a clear description of your final objectives.


    2.  KEY PERFORMANCE INDICATORS

    Key performance indicators (KPI) are specific metrics that measure performance at each stage of the process. KPIs allow you to monitor progress towards your goals and at the same time provide information on areas that require improvement. The choice of KPIs depends on the unique nature of your business, its objectives and its sales process.


    3.  COMMUNICATING EXPECTATIONS

    Once you have defined your objectives and KPIs, it is essential to convey these expectations to your team with clarity. Managers must involve   sales representatives  in discussions about their quotas, the reason behind these figures and the benefits of fulfilling them, while also having time to address any concerns they may have.


    4.  FOLLOW-UP

    Periodic follow-ups evaluate the performance of each   propagandist   and ensure that they follow the correct path. During follow-ups, managers should discuss their team's progress towards their goals and ensure they are well equipped to achieve them.


    BEST PRACTICES FOR ESTABLISHING SALES EXPECTATIONS

    One of the keys to motivating your sales team, increasing your morale and improving your productivity is establishing effective expectations.


    COMMUNICATE CLEARLY AND FREQUENTLY

    Make sure your team and individual members are always informed. Constant communication is essential, from the incorporation process to changes in sales compensation plans and daily meetings. It is not necessary to leave details as conjectures.


    RECOGNIZE DIFFERENCES BETWEEN TEAM MEMBERS

    Performance can depend on several aspects (such as territorial potential) and individual characteristics (such as experience or connections established in the industry). When establishing quotas, consider these differences, as uniform quotas can lead to     exhausted or somewhat challenged propagandists .


    SIMPLIFY EXPECTATIONS

    The simpler your expectations are, the easier it will be for your team to understand them and stay focused on your goals. Your team must easily remember these expectations and know exactly where they can go to fulfill them.


    FOCUS ON RESULTS BUT CONSIDER ACTIVITIES

    External factors can prevent your team from achieving expected results. In such cases, it would be unfair to penalize your team, especially if this poor performance is an exception to their usual high performance.


    By evaluating various sales activities, from cold calls to outstanding proposals, you can evaluate the level of effort of your team, even if you do not achieve expected results. Examine historical data to establish achievable expectations and current data to measure your team's progress.


    EVOLVING EXPECTATIONS

    Your expectations must adapt to time depending on the performance of your team and the state of the process. Pay attention to processes that require adjustments and improvements to possible bottle cells.


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