Competition in the sales department: how learning management software can help


The Olympics may remind us how productive competition can be in the workplace when used properly.

As the world's best athletes prepare for the upcoming Olympics, the world will soon be reminded on how healthy competition can drive individuals to achieve success and perform beyond their – and everyone else's – expectations. The same holds true for businesses as OfficeTeam's – a staffing agency – new survey shows, most senior managers find that their employees are more competitive with each other than 10 years ago.

According to the survey, 41 percent of managers said that their workforces were more competitive than they were 10 years ago. In addition, 8 percent of bosses said their employees were significantly more competitive than in 2002.

"A little friendly competition in the office is healthy if it inspires great individual and team performance," said Robert Hosking, executive director of OfficeTeam. "Rivalry between co-workers can often become more intense when the economy is uncertain and people feel pressure to prove themselves. Although it's natural for employees to want to stand out among their colleagues, it shouldn't be at the expense of others."

Oftentimes, companies will use this inherent competitiveness to boost its sales, providing incentives and and rewards for selling the most. According to Inc. Magazine, regardless of the competitive perks available to the top performing sales rep, companies can often increase sales targets and lead conversions by using an effective cold calling script.

Inc. suggests that companies use a script that is brief, polite, and to the point. By respecting the lead's time and using specific numbers and instances that show the effectiveness of the product, companies are likely to see very efficient cold-calling efforts.

In order for companies to properly teach these new scripts and ensure that representatives fully understand the product, companies may want to use an online training software. These learning management systems can also help set up the competitive nature of the program. 

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