Increasing productivity in a sales team is golden! You earn more, they earn more and everyone is happy. So what can you do to increase productivity? Here are a couple of thoughts that have worked for many of my clients who have adopted a coach approach to increasing productivity.
- Use bottom up goal setting. This one is tough because many of you have been giving numbers to hit or goals to achieve. This is the top down goal setting method common in business. Do your best to resist breaking your goals down into what they “need” to do. Instead, spend time with key producers asking what they want to achieve. More often than not, their goals are more ambitious than yours.
- Use coaching to develop action steps. After you discover what they are committed to do. Ask more questions to design an action plan with them. This works to help them break down the goal into smaller chunks and even bite size time increments. You might say, “What are you doing this week?” Follow through with “When do you want to do it?” and express your belief that they will make it happen.
- Find out how you can support them. One of smartest sales leaders I know has said, “Do you want me to push you, pull you, or get out of your way?” Remember you can always check in, change the way you follow up with your team. Allowing your team the autonomy of deciding how you follow up with them fosters independence.
Make increasing productivity a win-win process. Learn what is important to them and be sure they recognize increasing productivity as a path to achieving the benefits they care about. Ask, “What’s in it for the other person to perform well?” and “Why would they care about increasing productivity?” Discuss the benefits openly and seek creative ways to reward desired behaviors.