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7 Sales Management Tips
Managing a sales team is a tough but very rewarding job.
When you think about what makes up a great salesperson they are often ambitious, energetic, driven, motivated, creative and goal seeking animals so it can be a challenge to mould them into a high performing, team orientated unit.
Here are 7 tips to help you manage your sales teams:
TIP NUMBER 1 – COMMUNICATION IS THE KEY
Make sure that everyone in your team knows what is expected from them. Make sure they each have realistic targets based upon their experience and knowledge. Do not leave anything to chance, make sure that your communications with regards to expectations are very clear.
TIP NUMBER 2 – INCLUDE YOUR TEAM
You should involve your team in setting targets and sales strategies. Don’t just tell them what needs to be done. Instead, involve them in decisions and you will get more out of them as they feel that they are truly part of a team and not just part of a group who takes orders from a sales manager.
TIP NUMBER 3 – FACE ISSUES HEAD ON
If you have got any performance issues with your staff tackle them before they become a bigger problem. Don’t put this off. Tackle them immediately
TIP NUMBER 4 – HOW HIGH IS HIGH?
What I mean by this is that it is your job as a sales manager to continually raise the bar and improve the performance and output from your team. You should be looking at your targets on a regular basis and asking yourself “Are these high enough?” and “Is this a challenge?”
TIP NUMBER 5 – RECRUIT THE BEST
When all is said and done you need to select the best people. Review your selection and recruitment methods. Are you attracting the best? How do you determine this? What is your decision based on? And above all, what are you paying? You normally get what you pay for.
TIP NUMBER 6 – SALES TRAINING
You should always be providing continuous training and coaching for your sales staff. Tiger Woods trains more now than when he was just starting out and he is at the top of his game! Before he retired, Sir Steven Redgrave was getting up at 4:00am every morning for his training sessions and we all know how successful he was. You and your sales team should always be honing, refining and improving your sales skills.
TIP NUMBER 7 – PRAISE GOES A LONG WAY
Most of us like to earn money as salespeople, but a pat on the back goes a long way believe me. Make sure that you are praising your staff for a job well done. This should be done in public as well as privately.
About the MD
 | About Sean Sean McPheat founded MTD Sales Training and has built the company up from scratch to over 20 trainers today. Sean a is a much sought after sales trainer and consultant himself and he is well regarded as the authority in improving bottom line sales performance. Sean is regularly featured in the media which has included interviews and documentaries on CNN International, BBC, ITV and Arena Magazine. Interesting Links |
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