The Role of Communication and Collaboration in Improving Field Sales Team Performance

June 1, 2023

Achieving sales targets is essential for any business to maintain a strong bottom line and ensure commissions and bonuses are paid out. However, to consistently manage and deliver on objectives, it's crucial to measure and track your team's ongoing performance. This requires clear visibility over your team collectively, as opposed to focusing solely on individual sales reps' activities, which can be time-consuming.

Implementing sales tracking may seem daunting, but it doesn't have to be. By implementing a few practical steps, you can create an effective system for measuring, tracking, and reporting the performance of your sales team. Our step-by-step guide will help you monitor your sales force and keep their eyes on the prize.

Why Collective Sales Team Performance Measurement is a Must?

Losing sight of the goal can be detrimental to your team's success. Measuring sales performance provides the necessary information to forecast revenue, assess your sales strategy, and evaluate your sales operations and workflows. To ensure you meet your sales targets and manage your team's expectations, as a sales leader, you must be capable of reallocating resources or shifting priorities as needed during sales cycles.

By discussing factors that may not be related to individual sales productivity but are related to deeper issues, such as the competitive landscape or wider economic factors, you can reduce tensions and stresses felt by salespeople. This encourages your team to come up with creative solutions to problems and explore actionable steps to fix them.

Encouraging a sense of teamwork, unity, and shared goals through focusing on collective performance not only keeps the big picture top of mind but also provides high motivation for the team.

Introducing Effective Sales Tracking

While the advantages of measuring collective performance are evident, you require an uncomplicated approach to implement sales tracking that does not increase your workload. Assistive's tracking software is easy to introduce and maintain, helping you and your team work smarter, not harder. With a bird's eye view of your team's performance, you can consistently achieve your sales targets and keep your business's bottom line strong.

Collaborate with Your Sales Team to Monitor Performance

Sales monitoring should be a collaborative effort between the sales manager and the team. Here are the steps you can follow to track and improve your sales team's performance using Assistive:

Step 1 - Involve your sales team in setting goals and KPIs

Ensure your salespeople are involved in setting team goals, determining targets, and establishing KPIs that are realistic and achievable. By doing this, you can ensure that everyone is aligned and working towards common objectives.

Step 2 - Schedule regular catchups to discuss performance

Schedule regular meetings to review and assess the collective and individual performance of your team. This will help identify areas for improvement and provide an opportunity to share insights and best practices.

Step 3 - Keep monitoring and communicating

Continuously monitor your sales team's performance and keep communication lines open. Share feedback and insights gained from tracking performance, and work with your team to develop strategies to improve results.

Step-by-Step Guide to Tracking Your Sales Team’s Performance with Assistive

As a sales manager, it is essential to track your team’s performance to ensure they are meeting their targets and driving revenue for your business. Here are the steps you can take to track your sales team’s performance using Assistive:

Step 1 - Set goals and expectations

Involve your team in setting sales goals and KPIs to ensure they are realistic and achievable. Track activity metrics, pipeline metrics, productivity metrics, and results metrics to measure your team’s performance.

Step 2 - Plan to measure short and long-term goals

Maintain a balance between short-term and long-term goals to promote a positive work ethic. Use weekly and daily goals to keep your team on track, and long-term goals to measure overall success.

Step 3 - Develop an up-to-date visual dashboard

Use a sales CRM with pipeline management and sales tracking tools to monitor your team’s performance in real-time. Customize your dashboard to track metrics such as new deals, emails, revenue, and sales forecasts.

Step 4 - Work smarter, not harder

Use sales automation to streamline your team’s workload and focus on what matters. Use Assistive's customizable sales reporting features to quickly visualize the precise data you need to assess your team’s performance.

Step 5 - Make time to follow up with your team collectively and individually

Share insights gained from tracking your team’s performance with your team as a whole. Schedule regular catch-up meetings to collectively troubleshoot solutions and share helpful workarounds. Make time to check-in with each person individually to discuss their performance and identify areas for improvement.

By following these steps and leveraging Assistive's sales monitoring tools, you can track your team’s performance more effectively and achieve your sales targets with ease.

Summing Up

Use these steps as the foundation for how to measure sales performance and boost your team's productivity. With Assistive, a reporting tool and CRM system specifically designed to help you monitor performance in real-time, you can work smarter and hit your team targets with ease.