Tips Bagi HR Untuk Mendorong Performa Tim Sales

Pahami Peran Penjualan yang Berbeda

Tenaga penjualan adalah barisan terdepan antara perusahaan dan pelanggan. Mereka membantu mengidentifikasi kesulitan prospek dan memastikan pelanggan membeli produk yang tepat. Selain itu, mereka memelihara hubungan jangka panjang dengan pelanggan setelah adanya penjualan.

Meskipun setiap anggota tim penjualan bekerja untuk memaksimalkan konversi dan retensi pelanggan, mereka tidak berbagi tanggung jawab yang sama.

Berikut adalah beberapa tips untuk dipertimbangkan:

  • Diskusikan aktivitas penjualan sehari-hari dengan pimpinan atau manajer tim penjualan.
  • Pahami tantangan mereka dan strategi penjualan yang ada.
  • Uraikan soft skill yang dibutuhkan untuk memenangkan dan mempertahankan pelanggan.
  • Identifikasi area minat tim dengan melakukan wawancara satu lawan satu.
  • Hadir saat kinerja mereka ditinjau oleh manajer penjualan mereka. Ini akan membantu Anda lebih memahami tanggung jawab penjualan dan menginspirasi anggota tim untuk memberikan kinerja puncak.

Dorong Manajemen untuk Menggunakan Teknologi Untuk Mendongkrak Performa Tim Sales

Dengan penggunaan teknologi yang tepat, performa tim sales dapat meningkatkan operasi harian, mempertahankan aliran data, dan mengelola prospek serta catatan penjualan.

Mereka dapat memanfaatkan kontak pelanggan untuk peluang cross-selling dan up-selling, membangun hubungan pelanggan yang kuat.

Sebuah laporan mengungkapkan bahwa perwakilan tim sales yang memanfaatkan teknologi dan alat otomatisasi 14% lebih sukses daripada yang lain.

Tidak heran perusahaan menempatkan inisiatif digital pertama di jalur cepat.

Sebagai pemimpin SDM, Anda dapat menjangkau tim sales untuk memahami tantangan dan bidang mereka dalam teknologi untuk mendukung mereka.

Dengan pengetahuan ini, para pemimpin SDM dapat secara aktif mempengaruhi manajemen untuk berinvestasi dalam alat penjualan penting yang diperlukan untuk meningkatkan kinerja.

Ini dapat membantu performa tim sales mencapai tujuan pertumbuhan mereka, sehingga meningkatkan ROI perusahaan.

Gunakan pertanyaan-pertanyaan berikut untuk menganalisis poin-poin dan kebutuhan tim sales.

  • Apa prioritas utama mereka?
  • Alat apa yang mereka gunakan saat ini?
  • Apakah alat ini menawarkan dukungan menyeluruh untuk proses penjualan?
  • Jawaban atas pertanyaan-pertanyaan ini akan membantu Anda memilih alat yang sesuai untuk memperkuat proses penjualan.

Misalnya, beberapa organisasi dapat memilih platform chatbot untuk mengotomatisasi komunikasi mereka, sedangkan yang lain mungkin perlu menerapkan platform tanda tangan digital untuk melindungi transaksi online mereka.

Atur Sesi Pelatihan untuk Meningkatkan Kualitas Tim

Menurut State of Sales Report 2021 oleh LinkedIn, 48% pembeli tidak suka membeli dari tenaga penjualan yang membagikan informasi yang menyesatkan.

Meskipun perwakilan penjualan tidak bermaksud untuk membagikan informasi yang menyesatkan, kurangnya pengetahuan dapat memaksa mereka untuk melakukan kesalahan tersebut.

Misalnya, seorang profesional penjualan yang tidak terlatih dapat mengklaim fakta palsu tentang:

  • Fitur atau karakteristik kinerja produk
  • Manfaat dan penggunaan produk dan layanan
  • Ketersediaan produk
  • Pengecualian apa pun pada layanan dan barang

Jadi, pemimpin HR dapat mendukung peluang pelatihan penjualan untuk membekali tim dengan pengetahuan dan keterampilan yang akurat, sehingga menjaga citra perusahaan.

Berikut adalah beberapa ide sesi pelatihan yang dapat Anda usulkan kepada manajer penjualan dan tim pelatihan.

  • Kursus Jangka Pendek: Mengatur kursus jangka pendek, yang berlangsung beberapa minggu/bulan, bisa menjadi cara yang bagus untuk mentransfer pengetahuan. Metode microlearning sangat cocok untuk kursus atau pelatihan ini.

Baca Juga : Mengenal Bite-Sized Learning

  • One Day Workshop: Baik secara online atau tatap muka, menyelenggarakan lokakarya satu hari secara berkala dapat membantu tim mempelajari taktik penjualan yang efektif. Lokakarya satu hari seperti itu dapat berguna dalam melatih mereka tentang berbagai aspek presentasi penjualan, panggilan telepon yang dingin, atau pengasuhan pemimpin.
  • Berpartisipasi pada Konferensi: Bekerja dengan kepala penjualan untuk mengidentifikasi konferensi dan acara teratas niche Anda. Dorong tim untuk menghadiri konferensi ini, sehingga memberi mereka platform untuk meningkatkan pengetahuan mereka dan memanfaatkan peluang jaringan dan kolaborasi.

Mempromosikan Budaya Mengukur Kesuksesan

Dalam hal tim penjualan, manajer SDM dapat mendorong semua orang untuk mengikuti praktik yang mendukung pertumbuhan bisnis. Misalnya, mengukur performa tim sales merupakan aspek penting dari keberhasilan organisasi.

Jadi, pemimpin SDM dapat membantu tim menciptakan kerangka kerja pengukuran keberhasilan yang berorientasi pada tim, mendukung, dan berdasarkan prestasi.

Berikut adalah beberapa aspek yang perlu dipertimbangkan saat mengukur performa tim sales.

  • Kontribusi Sehari-hari: Mengakui semua kontribusi, besar dan kecil, untuk memotivasi tim penjualan dan membangun budaya positif yang didorong oleh penjualan. Berikan teriakan atau kirim email ucapan selamat untuk mengakui pencapaian rekan satu tim Anda.
  • Total Penjualan: Berkolaborasi dengan kepala penjualan untuk melacak kinerja penjualan setiap perwakilan penjualan. Jika kinerja buruk, ajukan rencana untuk mengadakan sesi pembinaan konstruktif dengan kepala penjualan.
  • Kesuksesan Pelanggan: Jangan membatasi kesuksesan tim penjualan hanya pada angka. Menciptakan dampak positif bahkan pada beberapa pelanggan dapat mengambil referensi dan rujukan, sehingga meningkatkan aliran pendapatan baru. Jadi, berbicaralah dengan pemimpin tim penjualan untuk memahami masukan dari setiap anggota tim dalam kesuksesan pelanggan.

Kembangkan Kebijakan Kompensasi Kompetitif

Sebuah laporan baru-baru ini mengungkapkan:

  • 76% perusahaan mengalami kekurangan tenaga kerja dan kesulitan menarik talenta bagus pada tahun 2021.
  • 24% adalah omset rata-rata pada tahun 2021, di mana 36% adalah omset sukarela.
  • 49% perusahaan mengakui pergantian sukarela telah meningkat pesat dibandingkan tahun-tahun sebelumnya.

Berikut adalah beberapa tips untuk dipertimbangkan:

  • Lakukan Riset Mendalam: Manajer talenta sering mengabaikan riset tren pasar sebelum membuat rencana kompensasi. Namun, hal itu dapat mempengaruhi tingkat atrisi. Jadi, selalu teliti dan identifikasi kompensasi pesaing Anda untuk pekerjaan peran penjualan yang berbeda. Andalkan situs web seperti Glassdoor dan Indeed untuk mendapatkan wawasan gaji tentang industri penjualan.
  • Garis Besar Struktur Pembayaran: Jangan memutuskan kompensasi hanya berdasarkan pengalaman kandidat. Uraikan struktur gaji dengan mempertimbangkan aspek-aspek seperti hierarki, keterampilan, pengalaman, dan kualifikasi pendidikan. Tetapkan kisaran gaji untuk setiap peran penjualan.
  • Sertakan Insentif Non-Uang: Alih-alih insentif penjualan tunai tradisional, pertimbangkan untuk menawarkan imbalan non-moneter. Misalnya, Anda dapat menghadiahkan gadget teknologi atau keanggotaan gym kepada perwakilan penjualan dengan rekor penjualan tertinggi dalam sebulan atau setahun.
  • Tawarkan Manfaat Tambahan: Sertakan liburan berbayar, manfaat kesehatan, dan manfaat hukum lainnya dalam polis untuk meningkatkan paket.
  • Evolve with Time: Lakukan penyesuaian pada kebijakan kompensasi agar tetap patuh secara hukum dan kompetitif dengan dinamika industri yang berubah.

Memperketat Penyaringan Kandidat Penjualan

Tujuan utama penyaringan adalah untuk mengevaluasi keterampilan profesional penjualan.

Penyaringan kandidat penjualan biasanya memerlukan peninjauan resume dan profil kandidat dan melakukan wawancara langsung.

Karena profil penjualan menuntut profesional yang bersemangat dan terampil, hanya meninjau resume dan melakukan putaran wawancara dengan mengajukan pertanyaan yang dapat diprediksi tidak akan cukup.

Mengikuti saran di atas akan membantu Anda meningkatkan performa tim sales Anda, memungkinkan Anda untuk mendukung mereka saat mereka mengejar tujuan mereka. Selain tips di atas anda juga dapat mendorong performa tim sales anda dengan memberikan pelatihan dengan Naolearn.

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