5 Ways to Give Sales Staff the Support They Need


Julia Tsoy

Apr 12, 2019

“I could sell water to a whale.”

Indeed, most salespeople possess an abundance of confidence. One could say it’s a prerequisite for the job. Because of their remarkable self-assurance, sales staffers might appear to be largely autonomous. Hand them something to sell, tell them a bit about it and let them do their thing — right?

Not necessarily. The sales department needs support just like any other part of a company. And we’re not just talking about office supplies and working phone lines. Here are five ways that your business can give its sales staff the support they really need:

1. Show them the data. Virtually every aspect of business is driven by analytics these days, but sales has been all about the data for decades. To keep up with the competition, provide your sales team with the most cutting-edge metrics. The right ones vary depending on your industry and customer base, but consider analytics such as lead conversion rate and quote-to-close.

2. Invest in sales training and upskilling. If you don’t train salespeople properly, they’ll face an uphill climb to success and may not stick around to get there with you. (This is often partly why sales staffs tend to have high turnover.) Once a salesperson is trained, offer continuing education — now commonly referred to as “upskilling” — to continue to enhance his or her talents.

3. Effectively evaluate employee performance. For sales staff, annual job reviews can boil down to a numbers game whereby it was either a good year or a bad one. Make sure your performance evaluations for salespeople are as comprehensive and productive as they are for any other type of employee. Sales goals should obviously play a role, but look for other professional development objectives as well.

4. Promote positivity, ethics and high morale. Sales is often a frustrating grind. It’s not uncommon for sales staff members to fall prey to negativity. This can manifest itself in various ways: bad interactions with customers, plummeting morale and, in worst cases, even unethical or fraudulent activities. Urge your supervisors to interact regularly with salespeople to combat pessimism and find ways to keep spirits high.

5. Regularly re-evaluate your compensation model. Finding the right way to compensate sales staff has challenged, if not perplexed, companies for years. Some businesses opt for commission only, others provide a salary plus commission. There are additional options as well, such as profit margin plans that compensate salespeople based on how well the company is doing.

If your compensation model is working well, you may not want to rock the boat. But re-evaluate its efficacy at least annually and don’t hesitate to explore other approaches. Our firm can help you analyze the numbers related to compensation as well as the metrics you’re using to track and assess sales.


  1. Taya on June 25, 2019 at 4:19 pm

    Hi, very nice website, cheers!
    Need cheap and reliable hosting? Our shared plans start at $10 for an year and VPS plans for $6/Mo.
    Check here: https://www.good-webhosting.com/

  2. payolla on September 25, 2019 at 7:43 pm

    best online dating site to get laid http://statusuri.site/au-dating/lesbian-dating-sunshine-coast.html top dating sims pc

  3. Geclilype on September 27, 2019 at 9:57 am

    birthday gift ideas for someone you just started dating http://speeddate-com.onlinedatingfree.site/speed-dating-bendigo dating and money

  4. tienorb on September 28, 2019 at 10:35 pm
  5. Uniltsata on September 30, 2019 at 11:26 pm

    bee shaffer dating http://dating.top-online-dating.site/interracial-dating-chicago american jewish dating sites

  6. Sheadia on October 3, 2019 at 5:19 pm

    best questions to ask in online dating http://plannibal.site/dating/dating-2014.html best online dating sites perth

  7. staigma on October 6, 2019 at 11:11 pm

    frum online dating http://datewijsheid-nl.holten.site/verliefdheid-vrouwen dating a celebrity reddit

  8. staigma on October 8, 2019 at 8:20 am
  9. occurce on October 9, 2019 at 12:09 pm

    drama dating agency cyrano http://availan.site/dating/exclusive-dating-vs-relationship.html free dating sites for older adults

  10. geoggit on October 11, 2019 at 8:00 pm

    are lex and taylor still dating http://onlineseduction-fr.wjzx110.site/comment-attirer-une-fille who is eminem dating 2018

  11. Epipsysib on October 13, 2019 at 4:57 pm

    who is lexi rivera dating http://fischkopf-de.massacre.site/singels best bangladeshi dating site

Leave a Comment