The Three Key Elements of Managing Sales Rep Performance

 

‍INTRODUCTION

In today’s digital economy, sales reps must be able to execute even faster than before. Competition requires you to execute your sales strategy effectively in order to scale as soon as possible. If your reps are unable to respond quickly and effectively, you won’t have much luck with their performance. It is important to manage your sales rep’s performance so that they are meeting your expectations and objectives. 

There are three key elements you need to manage if you want to see improved performance from your reps. If your company is not managing these three key elements of managing sales rep performance, then it is time to start. 

Read on to discover why these three management components will help improve the performance of your reps and enable them to achieve the goals you have set for them as well as provide insight into their performance with regular check-ins.

 

The Three Key Elements of Managing Sales Rep Performance

There are three key elements you need to manage if you want to see improved performance from your reps:

 

• Reps will only perform at their best if they feel valued.

Reps that are not valued by their managers and company will be less motivated to perform well. While they may be skilled, they won’t be able to bring their best selves to the table. If your employees don’t feel valued, it may be because you aren’t valuing their time. 

You want to make sure to set expectations so that they know what is expected of them, but also let them know that you are appreciative of their efforts, regardless of whether they are hitting the mark. Be sure to acknowledge great work. 

Be sure to let reps know you appreciate the value they bring to the company by expressing appreciation, trust, and confidence in them. This can be done through one-on-one meetings, regular check-ins, or even just a quick email letting them know you appreciate their hard work.

 

• Rapid response time is key to sales success in the digital economy.

As we have discussed, in today’s digital economy, speed is of the essence. It’s a competitive landscape out there, and not just among similar companies, but also with alternative ways to solve customer problems. If you’re not quick enough, you risk losing the sale to another company. It’s not enough to be quick. 

You need to be fast. If your customers can’t get in touch with your sales reps right away, they’ll likely move on to a different option. Responding quickly can help build trust with your customers. If they notice your reps are quick to respond, they’ll be more likely to trust your brand, which is crucial. 

You should set expectations for the amount of time your reps should take to respond to customers. This includes phone calls, emails, and responses to inquiries. Be sure to hold your reps accountable for their responsiveness. If it falls below your expectations, you need to talk to them about it so that they can make improvements.

 

• Track and measure your reps’ activities to ensure they are providing value.

The only way you’ll know if your reps are providing value is if you are tracking their activities. What are your reps doing? How is the time they spend on certain activities influencing their results? What is the value of their activities? Are they using time wisely? What can you do to make their work more effective? Most of these questions can be answered if they are using their sales tools (eg CRM) effectively.

This information will help you see where your reps are spending their time and what value those activities are providing. This will also help you identify areas where your reps may be lacking in ability or confidence. This can help you coach your reps in the right direction to provide more value for your company. 

You should regularly schedule time to speak with your reps. When you meet with them, ask how they are spending their time. This will help you track their activities, which will help you determine if their activities are providing value.

 

Wrapping up: Managing reps is all about managing these three elements.

If your company is not managing these three key elements of managing sales rep performance, then it is time to start. Sales reps are essential to the success of any business, and they need to be managed accordingly. 

These three key elements will help improve the performance of your reps and enable them to achieve the goals you have set for them as well as provide insight into their performance with regular check-ins.