To make sure a sales team is working efficiently and making great sales they need to have effective sales management. Small business owners and sales managers in large companies should ensure that their sales team is supported, organised, motivated and performing at their best. Below are some top tips for better sales management…
1) Be approachable as a manager
Being a manager does mean that a person will have authority over the team but this doesn’t mean that a sales manager should flaunt this power by being too controlling or arrogant. It’s important to get the balance right between approachability and authority. One way sales managers can achieve this is to be a true team leader by setting an example for the sales team to follow by being positive, energetic, motivated and always true to their word. By being approachable to the team, sales managers will increase their team’s confidence in them so that any issues can be aired and overcome more easily.
2) Encourage the sales team to not be emotionally involved
Losing a contract, having a misunderstanding with a client or being told ‘no’ one too many times can leave a sales person feeling pretty low. It’s important for the morale of the team that individuals are able to bounce back from rejection or criticism instead of arguing, sulking and bringing a negative atmosphere to the office. Good sales management means encouraging the team not to become emotionally involved with clients and customers so it’s much easier for them to be able to handle stressful situations.
3) Sales teams shouldn’t fully rely on sales managers
There’s a fine line between managing a team and doing all their work for them. Sales managers should encourage their team to make decisions for themselves, chase opportunities without double checking with managers and close sales on their own. This type of sales management will ensure the sales team can develop their own skills and also free up the sales manager’s time and reduce their stress levels as the team will be working more efficiently.
4) Ensure everyone uses the company CRM system
A CRM system ensures that every member of the sales team has access to the customer database including customer history. If people in the team don’t use this facility then vital information such as call back times, meeting arrangements or potential opportunities to upsell products could be wasted. When used properly a CRM system can make sure sales teams know exactly what is happening with every customer and therefore save themselves and the sales manager time. Effective organisation is one of the fundamental aspects of sales management and a CRM system will help the whole team remain organised and in control of their accounts.