August 15, 2022 – Managing a sales team can be challenging even in the best of circumstances, especially when you are trying to drive growth for your organization. As the lifeblood of your company, the sales team needs an effective management team to steer the boat in the right direction.
Here are four tips for managing a successful sales team:
- Be results oriented
Hiring people with drive and determination is a great way to build a sales team. But even drive and determination can wane over time. Focusing on the results of your sales tactics will help your team to distinguish the difference between activity and productivity. A strong sales team will drive the entire organization to profitability.
- Manage expectations
Managing expectations in a sales environment is a significant part of keeping morale up around the office. One of the first lessons you learn in a sales environment is to take rejection in stride, knowing that it’s just part of the job. Managing expectations helps your sales reps to understand that they won’t land every deal and might not even hit their quota every single month.
- Set high, but realistic goals
With a high sales goal, your reps will have something worth pursuing. But it also needs to be achievable, which will help to bolster their efforts to hit the goals each week, month, and year. If you achieve only 70% of a stretch goal, you’re doing better than achieving 100% of a mediocre goal.
- Identify where you vs. what you need
This step is as important for building your sales team as it is for setting up goals for your organization. Knowing what stage of business operations you’re in is critical to setting up goals for your future. For example, it’s hard to establish huge sales goals for your team if you haven’t even finished building the team yet.