6 simple rules to help an entrepreneur manage a sales team.
Ive met my fair share of entrepreneurs over the last few years and a constant theme acros
I’ve met my fair share of entrepreneurs over the last few years and a constant theme across almost all of them is not to become or behave too much (or not at all, in some cases) like a “big business”.
I get it. They want and enjoy the flexibility of running their own show which, for many, means that they operate with fewer rules and not feeling obliged to working within the confines of corporate regulations.
But … I have also witnessed where this zeal to operate in an unstructured and “fluid” environment has major downsides. Specifically, it’s very difficult if not impossible to have proper performance management in place without some level of structure. And I couldn’t imagine an area of a business (of any size) that needs structure more for it to properly perform than Sales.
Enter sales management for small business. Herein are 6 simple rules to help an entrepreneur to manage a sales team without s/he feeling like they are losing their small biz flexibility or becoming too big business.
Last comment about goals that I have found to be highly beneficial: As best as you can, explain to reps the WHY behind their goals. Arbitrary assignment of sales goals can negatively impact a rep’s motivation whereas a goal that is explained can make a rep feel included and even consulted leading to higher motivation.
This blog post was authored by Geoff Vincent, Founder and CEO of BizCompare.com. Geoff is a former corporate marketing leader who writes with a small business oriented point of view on sales, marketing, business research and management best practices. Geoff can be followed at his blog and on Twitter.
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.