Managing a sales team is important work and challenging for the sales manager. These tips for effectively managing your sales team can help.
Managing a sales team is important work, but unfortunately for sales managers the blue print for managing a sales team successfully is not always clear. A successful sales team may consist of many different personalities, all of which are likely to be strong and may have other characteristics that are simultaneously desirable in sales and challenging for the sales manager. These tips for effectively managing your sales team can help.
Sales people often believe that they know their clients and industries best, and this is often the case. However, part of successfully managing a sales team depends on being able to direct the energies of the sales people in a way that aligns with business goals and priorities. If clear expectations are not provided, the stage may be set for conflict. Eliminate this conundrum by eliminating uncertainty:
Trust is the cornerstone of sales, and so should it be the cornerstone of managing in sales. Sales managers who incorporate trust as part of their mantra for managing a sales team tend to have greater leadership success because a sales team is always willing to follow a leader who they trust and respect. Make managing your sales team easier and build trust at the team level and with individual sales people by:
If the members of a sales team are reluctant to turn to the sales manager when a wrong turn is taken, minor mistakes can escalate into sales disasters. What’s worse, a sales manager can not act to solve a problem if he or she is not aware of it. This can make managing a sales team exponentially more difficult. As a sales manager you can avoid this issue by encouraging your sales people to come to you as a “chief problem solver” when sales people cannot arrive at a solution on their own. Open the door to constructive problem solving by:
Managing a sales team is rewarding, because a sales manager is able to lead and participate in the success of the entire sales team. To make sure that that success happens, sales managers should examine their management styles and the work styles of their sales teams to understand how to more effectively manage their sales team.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.