Resources for Sales Management

Hiring salespeople is only the beginning in developing a successful sales team. Whether your sales force is made up of two people or 20 people, it needs strong management to complete the team. The best sales managers possess organization, motivation and communication skills in abundance. With the proper leadership, your sales team can focus on doing what they do best: selling. Managing a sales team effectively includes:

1. Hiring the right people.
2. Providing the tools and training required.
3. Rewarding successes with fair compensation.
4. Communicating goals and results regularly.
5. Coaching and inspiring each individual.
6. Staying connected.

Build the right team

The success of a sales team begins from the first day you start hiring. The sales manager sets the tone for the team dynamics. If you aren't managing the team yourself, be sure to hire one who can motivate people and earn respect.

Train your team properly

Effective sales management includes providing training opportunities for your sales team. Giving salespeople the knowledge the need to perform their jobs is one of the best ways to ensure success.

Give your team the tools they need

Get the most out of your sales force by providing them the necessary tools to do the job, such as software programs, mobile communications equipment, sales materials and possibly leased automobiles.

Set up a compensation plan

Compensation is a major motivator for most salespeople. Decide what kind of plan works best for your company: commission-based or base salary plus commissions.

Set realistic targets

Most die-hard salespeople thrive in a competitive environment. Challenge your sales staff by setting measurable sales targets and reviewing results regularly.

Coach individuals

Provide one-on-one coaching for each member of your sales staff to promote selling skills and personal growth.

Meet regularly

Set up regular sales meetings to motivate the staff and to share results, goals and tactics. Sales managers should also use meeting time to listen seriously to the sales staff. By listening to the problems they're encountering, a sales manager can make effective changes to improve results.

• Teach every salesperson the importance of selling benefits rather than features. Benefits of your product or service are what will sell your company over another one.
• Listen to your team. If salespeople in the field are having low results due to a common denominator, i.e. price is too high, the company may need to review its pricing structure.
• Give your salespeople the inside scoop on products in development. They can create a quiet buzz with clients before the product comes to market.