Five Powerful Ways to Improve Your Sales Team
- HR Issues
- HR Issues
An overwhelming proportion of modern sales strategies are based on numbers and data analysis. The art of the sale is now turning into a science. Despite this, we shouldn’t forget that human interaction is still at the core of every successful sale.
As a sales manager or business owner, you need to masterfully lead your sales teams to success. We’ll explore five powerful, actionable sales team management strategies you can use right now to take your sales reps to the next level.
The sooner you can put these sales team management strategies in place, the sooner you’ll see results, both in terms of happier sales staff and increased profits.
The title “Sales Manager” can be misleading. The best sales managers don’t treat their job as an administrative position, but rather as a leadership role.
You can step into a leadership role and help your people thrive.
One of the best ways to build motivation and improve your sales team is to improve your relationship with them. It might sound counter-intuitive (or indirect) but this is one of the best ways to become a more effective manager. When you can understand “who” your sales staff really are and what drives them, you will have a much easier time motivating and managing your sales team.
One of the main areas that holds back sales representatives and sales teams is problems with sales training materials and programs. All commission only (and other) sales reps will need help to work confidently with your products and services.
Every single salesperson you hire and oversee will need some additional training or guidance. This might be in perfecting their pitch, finding the right negotiation skills, managing clients, finding leads, or something else.
Your training will depend on the type of product you’re selling and your sales cycle, but here are a few common sales training areas to get you started.
Make sure your sales reps have guidance, support, and training for the following:
Although a good sales rep might know some or all of these techniques, they still need to know how the techniques specifically relate to your business and products.
Your sales reps will need to have powerful sales skills so they can sell your products. It’s not enough to know “objection handling.” They need to know exactly what objections will come up when they are pitching your products and the absolute best way to respond.
It’s a great idea to systemize your training – Setup a sales training schedule, create decent support materials, and ensure people can understand them. Another good idea is to have a sales rep you trust mentor your newly recruited salespeople.
Do you have complete faith in your sales teams and sales process? It’s extremely important the leadership of your sales business (whether sales managers or other high-level staff) show trust in your people and processes.
If your sales reps see doubt or uncertainty from leadership, they might take on the same viewpoint. Don’t forget that your sales staff feeds off of the energy you put out. Sometimes, putting out good energy is all you need to do to improve your sales team.
Here are some ways to demonstrate trust:
Demonstrate complete confidence in your sales team and do everything possible to make their sales jobs efficient and enjoyable. You’ll be surprised, this pays off big-time when it comes to “on paper” results.
Sometimes it can be difficult to know what’s working, and what isn’t. One of the easiest ways to find out is to ask the people impacted – your sales representatives and sales teams. What’s working well for them, and what isn’t?
Nothing is more stressful and wasteful than “too much” sales team management. It’s very easy to over-manage and take up too much of your sales team’s time. If your team isn’t taking action they aren’t making sales. Cut down on unneeded meetings, reviews, and other bureaucratic clutter. Let your sales team and sales reps focus on what they do best – Making sales and generating profit.
Another area that’s often neglected, but is actually incredibly beneficial, is to reflect on your business. It’s probably one of the most valuable uses of your time as a sales manager. Once a month, once a quarter, or at the least once a year, take time to think about what’s been working, and what hasn’t.
There’s an “intangible” side to sales team management that is almost never covered by training programs, but it’s still vitally important. If you want to drive the highest sales results possible, it’s going to take serious self-reflection and awareness.
For your specific organization and team, think about the following:
Self-reflection is extremely important for sales managers and sales business owners. It’s one of the best ways to find the ideal ” sales strategy” to accompany your more structured management tactics. If you’re trying to increase numbers (sales, revenue per sale, sales closing rate, or something else), try something completely different to the norm.
If you usually offer higher incentives or some other type of monetary bonus, try talking to your reps and find out what motivates them. Remember that effective sales team management is heavily dependent on the relationships and human interaction that goes on “behind the scenes.”
It can be useful to have an “off-site” meeting of your senior staff, but also bring some sales reps along at all levels in your business. Their experience and insight will help to inform your decisions.
When you make your relationships as good as they can be, you’ll see improvement in your sales team.
Want us to find the best commission only sales reps on your behalf and reduce your time to hire? Get in touch now.