Managing a Successful Sales Team

by | Jul 18, 2011 | Sales Coaching, Sales Strategy, Sales Tips | 0 comments

[vc_row][vc_column width=”1/1″][vc_column_text]Our last post talked about how to recruit and hire top performers. As with any team, getting the right players on the roster is a good place to start. It is then up to management to help them reach their potential through solid systems, effective coaching and ingraining a company culture that promotes creative problem solving and stresses individual growth and performance.

While the above might be everyone’s goal, in practice it is not always the case.

Ask yourself the following questions:

  • How do you set expectations with your sales reps?
  • How often do you review and adjust those expectations?
  • Do you do regular weekly meetings with your reps?
  • Do you do performance reviews? How often?
  • Do you participate in calls with your reps?

Most people do not like to operate within a vacuum and it is a rare individual who doesn’t appreciate feedback now and then. Make it a point to let your team know how they are doing – the very good, the good, the bad and even the ugly. On the positive end, everyone likes reassu

rance that they are doing a good job. On the negative end, it’s hard to change if you don’t realize you are doing something wrong.

Use weekly meetings as a way to review success drivers: what business was closed, what was lost and why, movement in the pipeline, new opportunities and critical conversations in the marketplace.

Go on calls with team members occasionally. This promotes knowledge transfer and enables level selling.

In a nutshell: communicate – regularly.

It is important not to misinterpret the need for involvement with the need to micromanage, however. Micromanagement is never a good solution. By establishing systems and setting expectations you are essentially giving your team the framework within which they can operate autonomously and the confidence to make decisions that they know will be supported by management.

Running a high producing sales team takes time, dedication and a commitment to success. If building and managing a sales team is not your strength; if you don’t want to divert your current resources to explore new markets; if you want to focus your time and efforts on developing products, not selling them and if you need speed-to-market, consider outsourcing your sales effort with NuGrowth Solutions, an experienced ally with the experience and best-in-class sales and management systems to take your business to the next level.