Sales Managers: Are you minding [all of] your P’s and Q’s?
Regardless of the structure of your sales team or organization, as a manager, the responsibility for inspiring and motivating your team falls to you.
Your role is critical in the creation and maintenance of a healthy sales environment – and sometimes, just a small shift in your management style or strategy can make a huge difference.
At SalesFitRx, we’ve given a lot of thought to effective sales team management – and we’ve come up with some suggestions, a checklist, for self-improvement which will help you hone your managerial skills, and become a better team leader.
Although these sales management aspects aren’t new to you, it’s important to take a step back from time-to-time to review what you’re doing, as well as what you may not be doing:
- Practice good follow-up. It’s something you encourage your staff to do – but do you practice it yourself? Ask your sales team for feedback on coaching, training, or team meetings – ask them if the information presented was useful and applicable to their experiences, or if they have any suggestions for improvement. You may be surprised at just how important these discussions can be to the overall health of your team.
- Keep learning. Effective sales team management stresses continual development of skills – but do you place any emphasis on your own training? Continue your professional development by attending coaching courses, management seminars, and communication classes, and you’ll find your improved skills are a positive contribution to your team.
- Set clear goals. Goals aren’t just for your sales team! Setting managerial goals is important, and creating measurable milestones will not only help you hold yourself accountable for your team’s development, it’ll keep you on track for creating a team of balanced, well-adjusted sales professionals.
- Be a great resource. Great sales team management means sharing your best practices, successes, and expertise with your reps. Let them know that you are knowledgeable and accessible, and that they can come to you with questions, challenges, or to receive qualified advice. And don’t be afraid to refer them to outside resources, in those cases where you don’t have all the answers!
- Hone your communication skills. Do some research regarding learning types, and communication styles. Are you presenting information in a way everyone on your team can connect to? By honing your own communication skills, you’ll improve your overall approach to sales team management, and create an environment of inclusion.
- Focus on the positive. Emphasize the successes and achievements of your staff, and go out of your way to offer encouragement to those who are struggling. Adjusting your focus to reinforce the positive can be challenging, but a little appreciation and support can go a long way towards the development of a strong, resilient team.
- Become an excellent mediator. Effective sales team management includes the ability to rise above any conflict. When your team is squabbling or experiencing negative morale, address it immediately and diplomatically. Get to the root of your team’s concerns, and use your mediation skills to diffuse any negative interaction.
- Be a dedicated observer. Pay attention to the dynamics of your sales team, and keep an eye out for areas of potential improvement. Careful observation will help you hone your sales team management strategy, prioritize action, and offer valuable insight into team dynamics.
- Be trustworthy. Without an established relationship of trust, your leadership and guidance mean nothing. To build solid relationships, your team needs to know they can rely on you to act with honesty and integrity – so be trustworthy, and you’ll gain their respect.
- Practice accountability. Ensuring that you are following guidelines, policies, and instructions you’ve outlined for your staff isn’t just good sales team management, it will also help you understand the obstacles and challenges your team faces, and provide valuable insight on overcoming those obstacles. By accepting responsibility for your actions, and owning the results, you’ll also encourage your sales team to do the same.
Effective sales team management isn’t just about what you say, it’s about what you do – and the best way to lead is through example.
By focusing your sights on the self-improvement tactics which make you a better leader, you’ll hone your managerial skills, inspire your sales team, and improve overall morale – ensuring a more healthy and successful approach to accomplishing your organization’s sales goals.
For more information on how SalesFitRx can help your organization find more selling time, streamline the sales process, and improve your sales team management strategy – contact me today: karl.gustafson@SalesFitRx.com | 602-427-2399
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