12 months ago
October 7, 2016

What Does a Modern Sales Team Look Like?

The key to an effective modern sales team is the delegation on tasks to the right people. Keep reading to find out how to help your reps succeed.

Rhys Metler

Having a successful sales team is important in every organization. The sales reps sell the products or services, bring in the revenue, and directly affect the bottom line. The sales team can mean the difference between a thriving business and one that can barely stay afloat.

As the sales manager, it’s up to you to ensure that your team is effective, efficient, and productive. Though this might seem like a pretty big weight on your shoulders, it doesn’t have to be so difficult to enhance sales productivity within your team. It all comes down to effective delegation of tasks to the right people with the right skills.

Below, we’ve broken down what types of sales professionals you’ll need on your team for effective task delegation.

The Hiring Manager

In order to have a successful team, you need to hire top sales talent. If you’re only onboarding mediocre sales people and have a high turnover because of sales hiring mistakes, your team will struggle. If your company is large enough, your sales team should include a dedicated hiring manager that can recruit top talent, nurture relationships with candidates, negotiate compensation, and handle the onboarding tasks for a smooth entry.

If you’re in a small company, then you may serve as the hiring manager as well. If this is the case, you must ensure that you follow a repeatable and proven hiring process in order to hire top talent.

The Sales Trainer

The sales trainer will take over once the new team members have been onboarded. The sales trainer is critical to ensuring that all reps are managing the sales process correctly and that they are all well integrated into the company culture. Without effective training, you’ll be setting up your new reps to fail, and this isn’t good for anyone. As the sales manager, you may be the sales trainer as well. If this is the case, then make sure to prioritize comprehensive training and know how to conduct effective sales training classes.

The Administrative Assistant

Larger and more complex teams will have a dedicated administrative assistant that will help all reps with their tedious and time-consuming tasks, like creating sales presentations and generating reports. Delegating admin tasks to an administrator can help you give your sales team more time to focus on selling. Ideally, your reps shouldn’t be spending much time in the office on their computers.

The Sales Development Representatives

Sales people shouldn’t prospect or generate their own leads. They’ll never have enough time to create a consistently full pipeline and nurture leads while also focusing their efforts on closing deals. As such, your sales team should have sales development representatives on staff. The sales development representatives’ sole task will be to generate leads for the sales team.

The Sales Reps

Of course, your sales team needs sales representatives. They’re the core of the team. To ensure their success, everything must revolve around them. This is how they’ll be productive agents, close deals, and bring in revenue.

The Account Manager

Once your sales people have made the sale, these new clients that they’ve closed should then be moved to your account managers. These managers will continue to nurture the clients and manage the accounts post-sale while primarily servicing the customers’ needs. It’s best to have dedicated account managers to ensure that the sales reps can focus solely on closing.

Customer Service

If you do not have account managers on your team, then you must at least have customer service reps who will be able to handle customer needs, inquiries, and concerns after the sales process.

As you can see, the modern sales team is multi-dimensional and complex. Though you might not manage all of these professionals, you should cooperate with all of them and be aware of their roles in the sales process. To be an effective sales leader, you must understand how to delegate separate tasks to the right people.

Rhys Metler

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.