5 Tips for HR to Effectively Track Sales Team Performance

Introduction

The role of HR in supporting the sales team is often under appreciated. In reality, HR can be the backbone of tracking and improving sales team performance. Imagine a sales team like a race car; without a skilled mechanic (HR), the car cannot operate optimally. Here are 5 tips for HR to assist the sales team:

1. Developing a Sales Team Performance Tracking System

HR can develop and implement an effective performance tracking system to measure the sales team's performance. This system should include key metrics such as sales volume, conversion rates, and average transaction value. By using accurate data, HR can assist management in making strategic decisions.

• What needs to be managed in the Sales Team?

The most important aspect of managing a sales team is having clear metrics for success. Are they closing enough deals/goals or not? That’s what matters the most. However, the most challenging part of managing a sales team is that this team consists of humans. The job itself requires them to have strong mental abilities, be physically present, and emotionally focused.

• Who Analyzes the Data?

HR might assume that the sales manager is responsible for tracking all critical metrics and keeping an eye out for negative performance trends while applying proactive training to ensure everyone stays on track.

However, this assumption is generally inaccurate. Most sales managers work closely with their teams, maintaining motivation, resolving issues on the sales floor, and pushing stalled deals forward. They should not be the only ones analyzing data and identifying where problems may arise.

• What Should Be Tracked?

One of the best values HR can provide is leveraging technology to assist in data analysis that leads to necessary actions. The company’s CRM system should do most of the heavy lifting, but the Human Resource Information System (HRIS) is there to take data and track it relative to individual performance.

Although each company is different, and sales OKRs may vary slightly, here is a list of the most common metrics that should be tracked:

By tracking these metrics, HR can provide significant added value through deep data analysis and support strategic decisions based on real performance.

2. Training and Development of the Sales Team

HR is responsible for ensuring that the sales team has the skills and knowledge needed to achieve sales targets. This includes comprehensive training on various aspects of the products being sold, effective sales techniques, and marketing strategies relevant to the target market.

This training not only provides basic information but also includes case studies, sales simulations, and role-playing to prepare the sales team for various scenarios in the field. Additionally, HR can conduct training on using performance tracking tools and other technologies that can help the sales team work more efficiently.

Ongoing training is essential to keep the sales team competent and motivated. Through regular and continuous training programs, HR can ensure that the sales team is always up-to-date with the latest industry trends and the most effective sales techniques.

Training can also include the development of soft skills such as communication, negotiation, and time management, which are all crucial for success in sales. By investing in comprehensive and continuous training, companies can see significant improvements in the performance and productivity of their sales teams.

3. Developing Incentive and Reward Programs for the Sales Team

HR can develop incentive and reward programs to encourage the sales team to achieve or even exceed their targets. These programs should be designed in a way that provides appropriate and fair motivation based on individual and team performance.

4. Performance Assessment and Feedback to the Sales Team

HR should regularly conduct performance assessments and provide feedback to the sales team. These assessments should be based on objective and relevant data, covering key metrics such as sales volume, conversion rates, and customer satisfaction. Accurate data collection from various sources allows HR to get a comprehensive view of each sales team member's performance.

By analyzing this data in depth, HR can identify the strengths and weaknesses of each individual and measure performance comparatively.

Feedback provided should be constructive and focused on performance improvement. This means the feedback should be delivered in a constructive manner, highlighting areas that need improvement while recognizing achievements. HR needs to ensure that this feedback is not only critical but also provides concrete solutions and suggestions that the sales team can implement. This is important so that team members feel supported and motivated to continue to grow.

5. Integrating HRIS Technology like Phiro Go in the Sales Team's Daily Operations

Utilizing technology like HRIS (Human Resource Information System) like phiro go can greatly assist in performance tracking. HRIS allows the sales team to leverage its features to work efficiently and productively. Here are some features of Phiro Go that may benefit the sales team:

• Comprehensive OKR Management: With Phiro Go, companies can set and track performance more efficiently, ensuring every employee works according to the set goals. This feature also allows companies to monitor progress in real-time, providing deep insights into individual and team performance.

Benefits of Phiro Go's Performance & OKR Management Features

• Monitored Work: Track goals and results for business success in real-time, ensuring efforts are focused on impactful outcomes.
• Regular Development Updates with Check-in Feature: Track and analyze OKRs in real-time, providing current performance insights and ensuring proactive adjustments to optimize results.

OKR Function Flow in Phiro Go:

• Major Objective: This is the main goal of the company or even the division—in this case, the sales team, for example, 2 billion in one year.
• Key Results: These are the steps that can be taken to achieve the main objective, e.g., 500 million per quarter.
• Online Attendance & Face Recognition with Selfie: With facial recognition technology, employees can check in online easily, just by taking a selfie. This reduces errors in the attendance process, prevents fraud, and increases efficiency in managing employee attendance.

• Geofencing “Shaping” for Location Attendance Settings: Unlike some other HR software that only uses radius methods for attendance features, this feature allows HR to adjust or draw attendance areas according to the 'shape' of the building or office area. HR can also open attendance areas according to the sales team's sales area itself. Thus, employee attendance management becomes more precise and in accordance with real conditions in the field.
• Task Management Feature: This feature is useful for task assignment, daily activity monitoring, and team collaboration. It allows setting tasks with deadlines and priorities, tracking status in real-time, and facilitating communication and cooperation between team members.

• Easy Check-in Feature for Field Activities: This feature is equipped with an easy check-in capability, enabling employees to quickly record their activities when performing tasks outside the office.

Conclusion

The role of HR in tracking sales team performance is crucial to the company's success. HR can develop an effective performance tracking system that includes key metrics such as sales volume and conversion rates. Ongoing training on products, sales techniques, and tracking tools is also HR's responsibility.

Implementing incentive and reward programs by HR can encourage the sales team to achieve their targets. Well-designed programs will provide the right and fair motivation based on individual and team performance. Routine performance assessments and constructive feedback based on objective data help salespeople improve their performance.

Utilizing technology like Phiro Go's HRIS greatly aids in tracking the sales team's performance. HRIS allows for the integration of sales data with employee data, simplifying performance analysis and identifying areas that need improvement. With advanced features, HR can enhance the efficiency and productivity of the sales team, helping the company achieve sustainable success.