23 tips to improve sales performance

Jun 8, 2023

Read. 11 min.

23 tips to improve sales performance

Sales performance is the lifeblood of any business. But the sales world is competitive. That’s why improving your skills is essential for achieving success and surpassing your targets. 

Whether you're a seasoned sales professional or starting your career in sales, implementing fresh strategies can make a big difference.

In this article, we share 23 powerful sales tips to elevate your sales performance and drive remarkable results. From setting clear goals to leveraging technology, honing communication skills, to nurturing relationships, these tips will provide actionable insights to enhance your approach and achieve new levels of success. 

Ready to unlock your sales potential and embark on a journey toward sales excellence?

How to measure sales performance

Before we dive into our 23 tips, let’s start by talking about measuring sales performance. Without specific measurements, you won’t know how well you’re doing. In general, there are three key metrics used to measure sales performance. 

Sales revenue

Sales revenue is a fundamental metric that measures the total value of sales over a specific period. It represents the monetary value of all closed deals. It’s an essential indicator of the financial health and success of your team or organization. Monitoring sales revenue helps track growth, of course. It also compares performance against targets and assesses the effectiveness of your strategies.

Conversion rate

The conversion rate measures the percentage of leads that convert into paying customers. It indicates the effectiveness of your sales process and the ability to move prospects through the sales funnel. The formula for calculating the conversion rate is: (Number of conversions / Number of leads) x 100.

A higher conversion rate indicates a more efficient and persuasive sales approach. A lower rate may signify areas for improvement. This could mean refining the pitch, addressing objections, or enhancing qualification methods.

Average deal size

Average deal size refers to the average value or revenue generated from individual transactions. It provides insights into the typical size of your deals and helps identify opportunities for increasing revenue. Monitoring average deal size over time allows you to assess whether your sales team is closing larger or smaller deals. This will tell what you need to adjust to target higher-value opportunities.

To calculate the average deal size, divide the total revenue generated by the number of closed deals during a specific period.

These three metrics offer a comprehensive view of sales performance from both a financial and operational perspective. Regularly tracking and analyzing these metrics can provide actionable insights to optimize sales strategies, identify areas for improvement, and drive sales success.

Now that you know how to measure your performance, let’s look at 23 tips to improve your sales performance.

1. Set clear and measurable goals

This should go without saying, right? We’ll say it anyway. Setting clear, specific, and measurable goals is the first step toward improving sales performance. Define targets that are challenging yet attainable. Then break them down into smaller milestones. Regularly review and track your progress to stay focused and motivated.

You could do the other 22 tips on this list. Without this one, you won’t know if you’re hitting the mark or missing by a mile. 

2. Hire the best people

The quickest path to improving your sales performance is hiring the best people. The right people bring a wealth of knowledge, experience, and skills to the table. A seasoned salesperson’s skills and expertise can lead to increased customer satisfaction, higher conversion rates, and greater revenue generation. Additionally, exceptional salespeople possess strong communication and relationship-building abilities. This allows them to establish trust, understand customer needs, and tailor their approach accordingly. 

When hiring a new salesperson, you may have people coming in from all different industries and backgrounds. Make sure you know what you’re looking for when reviewing a sales resume for each position you’re hiring for.

Job ad for a sales manager position

(Image source)

3. Understand your target market

Without a solid understanding of your target market, you won’t sell your product. Plain and simple.  Identify customer pain points, needs, and desires. Conduct market research, analyze customer data, and gather feedback to gain valuable insights. By bringing in a fractional CMO for your business, you can further enhance your understanding of the market and leverage their expertise to tailor your sales approach and provide personalized solutions.

Use this knowledge to tailor your sales approach and provide personalized solutions.

4. Develop a compelling value proposition

Your value proposition communicates the unique benefits and values your product or service offers. Highlight how it solves customers' problems or fulfills their desires. Ensure your value proposition is concise and persuasive and differentiates you from competitors. Know it inside and out, and be ready to share it confidently.

5. Enhance product knowledge

Having in-depth product knowledge builds credibility and instills confidence in your prospects. Stay updated on product features, benefits, and use cases. Attend training sessions, read industry publications, and collaborate with product experts to deepen your understanding.

6. Build strong relationships

Successful salespeople build strong relationships with their clients. Foster trust, reliability, and credibility by consistently delivering exceptional service and support. Be proactive in nurturing relationships. Stay in touch with clients and go the extra mile to exceed their expectations. 

7. Leverage technology and sales tools

Leverage sales tools and technology to streamline and optimize your sales processes. Invest in a robust customer relationship management (CRM) system to manage leads, track customer interactions, and automate routine tasks. 

Use sales enablement tools, email automation software, and analytics platforms to improve efficiency and gain actionable insights. Don’t know where to start? Our tracking and analytics tool gives you real-time data on how customers interact with your products. 

Every step of your sales funnel can be improved if you know which tool to add to your stack. 

Digital Sales Room

8. Watch for fraud 

This is related to technology but from a different angle. Companies are impersonated by spoofers (called “phishing”) with the intent to scam customers. Email spoofing is the most common type of spoof.

This fraudulent activity can generate distrust in your brand if it happens often enough. The most effective way to guard against it is by using DMARC. DMARC is an email authentication protocol. It prevents email fraud and phishing by letting recipients verify if an email claiming to be from a specific domain is genuine or not.

Why does this matter? If you have a newsletter and implement DMARC, it’s more likely that those emails will be delivered to inboxes rather than the junk folder. That means a greater ROI and increased sales. 

9. Enhance your communication skills

Effective communication is a cornerstone of successful sales. Improve your communication skills by actively listening, asking probing questions, and adapting your communication style to match your potential customers’ style. Practice empathy, articulate your message clearly, and address objections and concerns.

10. Master the art of negotiation

Negotiation skills are crucial for closing deals and maximizing value. Understand your customers' needs, identify priorities, and find beneficial solutions. Seek win-win outcomes that build long-term relationships and leave both parties satisfied.

11. Use social selling

Social selling

Leverage social media platforms to establish your online presence, engage with prospects, and share valuable content. Use social media monitoring tools to identify potential leads and engage with them. You should also consider active participation in relevant in-person communities and networking groups. These can help build important connections and establish thought leadership in your industry.

The type of online platform you should focus on will depend largely on what niche your business practice lies in. For example, a law firm like The Patel Firm will bring in more potential interest on a platform like YouTube rather than Instagram.

The Patel Firm upload customer testimonials from their clients, which is the type of proof potential clients are looking for when choosing to hire a personal injury firm.

The Patel Firm PLLC YouTube

On the other hand, a brand like HelloFresh that relies on short and often humorous clips of meal prep will fair well on a platform like Instagram that attracts a younger audience.

Hello Fresh Instagram

12. Provide exceptional customer service

Delivering exceptional customer service creates loyal customers and generates positive word-of-mouth. Be responsive, empathetic, and solution-oriented when handling customer inquiries or issues. Strive to consistently exceed expectations and turn customers into brand advocates.

Customer service is especially important as customers get younger. Almost 8 out of 10 Millennials expect good customer service compared to just 6 out of 10 of Baby Boomers.

Customer service expectations

13. Develop a strong work ethic

A strong work ethic is a key differentiator in sales. Be disciplined, proactive, and persistent in your efforts. Embrace a positive mindset, set high standards for yourself, and go the extra mile to achieve exceptional results.

14. Practice time management and prioritization

Managing your time and prioritizing tasks is crucial for sales success. Identify high-value activities that directly impact your goals and rank them. Try out some classic productivity techniques. Time blocking and setting deadlines will keep you on track and organized. 

Sales resources

15. Collaborate with marketing

Collaboration between sales and marketing teams is vital for success. Work closely with marketing to align messaging, leverage marketing materials, and gain insights into lead generation strategies. Provide feedback on customer preferences and sales trends to enhance marketing campaigns.

Working closely with your marketing team ensures that both teams are sending the same message to their potential customers by being aligned on important decisions related to pricing and marketing.

It would be a horror story if your marketing team is advertising a discounted price to certain customers and your sales team does not know enough about that campaign.

A simple first step in the right direction would be to share all lead intake software with both teams so both teams have access to all the right information.

For example, if your marketing team is handling a Facebook lead ads campaign, you could give your sales team access to the software used to handle the ads and intake new potential leads.

Your sales team can then access the form data through the same software that collects the data, and new potential customers can be added to the pipeline directly. This also winds up saving time in the long run. Instead of marketing teams having to send over new prospects, everything is available to everyone from the get-go. 

The aim is to have coordinated ads and pitches and no confusion along the sales funnel path.

In addition to the strategies listed here, incorporating effective B2B lead generation tactics is crucial for enhancing sales performance. This guide dives deep into modern techniques and tools that can significantly amplify your results.

16. Leverage customer testimonials and case studies

Testimonials and case studies can help prove the value and credibility of your product or service. Incorporate success stories into your sales presentations and collateral to build trust and showcase real-world results. Create QR codes that link to a testimonials page for customers to directly share their experience.

Anderson Injury Lawyers is a prime example of using customer testimonials to motivate buyers. They post reviews on their social channels specifically when employee names are mentioned.

Anderson Injury Law Review

17. Invest in branding

Developing a strong brand can boost your sales performance. Establish yourself (or your company) as a trusted authority in your industry. You can do this by writing blog posts, speaking at industry events, or hosting webinars. Building a reputable brand enhances your credibility and attracts potential customers.

18. Practice active listening

Active listening is an essential skill for effective sales conversations. Focus on understanding your prospects' needs, concerns, and objectives. Show genuine interest, ask follow-up questions, and restate their points to ensure clear understanding.

19. Build a robust sales pipeline

Maintain a healthy sales pipeline by consistently prospecting and qualifying leads. Regularly identify and pursue new opportunities while nurturing existing ones. A robust sales pipeline will be a game-changer. It ensures a steady flow of potential customers and minimizes sales cycles.

20. Embrace continuous feedback

Seek feedback from colleagues, managers, and customers to gain valuable insights into your strengths and areas for improvement. Embrace constructive criticism and leverage it to refine your sales techniques and strategies.

21. Stay resilient and embrace rejection

Sales is a field that involves rejection. Staying resilient is critical. Becoming resilient can be difficult. It starts with developing a positive mindset. Control what you can control. Second, see setbacks as opportunities to learn and grow. Third, embrace rejection. It’s a natural part of the sales process. Finally, keep your eyes open. Pursue new opportunities as they come. You never know what will come.

22. Celebrate successes

Acknowledge and celebrate your sales successes, no matter how small. Recognize milestones, achievements, and individual or team accomplishments. Celebrating success is one of the easiest ways to increase employee engagement

Celebrating wins means boosting morale and motivating your team to strive for more. This fosters a positive sales culture, a win for your team and the company’s revenue.

23. Continuously learn and improve

Sales is an evolving field, and continuous learning is essential for staying ahead. Learn the latest trends at conferences, workshops, and seminars. Invest in sales training programs to sharpen your skills. You can find affordable courses on sites like Udemy or LinkedIn. Find a mentor who’s worked in sales to offer perspective. At the very least, pick up some of the best sales leadership books.

Wrapping it up

Improving sales performance requires a combination of strategic planning, continuous learning, effective communication, and a customer-centric approach. These tips and the others we cover in this article can help you enhance your sales performance. 

By intentionally seeking to grow personally or as a sales team, you’ll gain the skills to build lasting customer relationships and achieve remarkable results. 

Remember, sales success is a journey. It takes consistent effort, dedication, and adaptability are key to long-term sales excellence. You can do it. Don’t give up.

Need some help and don’t know where to start? GetAccept’s Digital Sales Room is software that enhances your buyer’s digital experience. It will help your sales teams engage and understand your customers to win more deals. Book a free demo today.

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