Introduction “I can manage my sales team with my eyes closed and my hands tied behind my back,” said no sales manager ever. No matter how many years of experience you have, there’s always something you can do better. Those “somethings” are often leadership concepts, approaches, and strategies you already know but haven’t applied. If your team needs a boost in performance, these five tips might help you in managing your sales team. Tip 1: Prioritize and Generate Enthusiasm about Training If you’ve scanned our five tips, you likely thought, “I already know this.” We’re not claiming to tell you something you don’t already know, but we are reminding you why these tips work so that you implement them. That’s the same role of training and continuing education. Your sales team likely completed a corporate orientation and initial training about your products and services, but how much of that information sunk in? What happens when product lines or sales processeses change? Your company needs a robust training and education program that: Routinely reinforces key product information, sales processes, and corporate culture Is responsive to changing client or company needs Is taken seriously Your sales team will get on board when they see you value training and see the applicability of training to their performance and goals. Tip 2: Segment Your Sales Team You segment your leads and customers to ensure they are introduced to the products and services that best meet their needs, right? That’s a necessary first step. Go one step further—segment your sales team so that your leads and customers are paired with someone with the expertise that best meets their needs. Your sales team is, undoubtedly, a high performer, but not everyone performs equally well in all situations. Some salespeople are great with small business leaders. Some prefer to work with large companies. Some salespeople are fantastic phone presences. For others, having an in-person human connection may be what they need to shine. Know this about each of your sales reps so that you can pair them appropriately with your prospective and existing clients. Tip 3: Carefully Consider Account Assignments As a corollary to segmenting your sales team, take the time to assign new accounts thoughtfully. Assigning new leads or clients to sales reps based on caseloads (numbers) may seem fair, but it doesn’t serve your clients or your sales team well. Personalize account assignments to ensure a good early relationship between your prospective client and your company. Tip 4: Increase Transparency about Individual, Team, and Company Performance If you want a top-performing sales team, you must do everything possible to eliminate drama and toxic internal conditions. Salespeople are usually, by nature, competitive, but to use that to your team’s and company’s benefit, where each sales rep stands needs to be in the open. At any time, you and your sales reps should know: Goals for the day, week, month, and beyond How sales goals translate to company objectives The number and/or dollar value of each new sale Who has landed each new sale How each sales team member allocates their time should also be transparent so that you can help reps reprioritize their time if the cost of acquisition for a low-value prospect is rising too high. Tip 5: Individualize Your Incentive Program Your company likely already has a sales incentive plan—commission, bonuses, etc. But when you need to boost morale, reinvigorate your team’s drive, and increase performance, you may create new incentives that speak to each team member’s values. New incentive campaigns allow you to get creative; it also invites you to get to know your sales team better because, if you don’t know what each member of your sales team values, then there’s only one way to find out—ask! Conclusion There you have them—our top five sales team management tips for increasing sales performance. Still need more help implementing them? Sales Focus Inc. has the solutions you need. We offer everything from sales management training to outsourced sales management (co-sourcing). Let our experienced team help you find the services you need for the best sales performance. Contact us today to schedule a consultation.
