How to Manage a Sales Team?

Expert Tips for Success 

It is amazing how many of the most successful people in sales have these same traits. We’ll be discussing these traits and how you can use them in your team.

When managing a sales team, first impressions are crucial. Because your employees are often under the impression that they don’t know their manager well, they will project stereotypes about them. You must project competence, confidence, and leadership to succeed as a manager. 

You must be able motivate your sales team if you are a manager, owner or business owner. Here are 12 tips from experts on how to motivate your sales team. 

If you are looking for ways to manage sales employees, then this is the right place. Get practical advice from top professionals who have been there and done it. 

It can be difficult to manage a sales staff. However, you might not have experienced a team that generated revenue at +20 percent MoM AT SALE. 

These 12 sales management tips are based upon real-world experiences from world-renowned sales executives, who have built businesses that range in size from $100 million to zero.

12 Ways to Build a Sales Team That’s Successful

  1. Focus on the end result.
  2. Find out where you stand in relation to the things you need.
  3. Control your expectations.
  4. Employ representatives who are open to learning.
  5. You can set lofty but achievable goals.
  6. Motivate your troops.
  7. Learn as a priority in every area of your life.
  8. Use the volume-to value ratio.
  9. Do not use a one-size-fits all strategy.
  10. Hire specialist salespeople early to ensure your long-term success.
  11. Transparency is key.
  12. With care, plan and distribute your accounts.

Baga, David – “Aim for Results”

People who are determined and self-motivated will be hired. Establish a transparent environment that is focused on key sales KPIs. The end result is that a company can be successful by bringing together competitive people in a transparent environment. To avoid people confusing activity with productivity, highlight the results.

David is the SVP Revenue & Operations at Rocket Lawyer. His team has grown revenue from $2 million to more than $40 million in four years. David worked seven years for Oracle, leading and building sales teams that achieved record-setting results. 

  1. Aaron Ross: “Know where your are and what you require.”

Before you can manage a sales team, you must first learn how it is created. Find out if your potential employees are builders or growers. Builders build from the ground up. They don’t have anything to start with. Growers can begin to grow once everything is in order. Most people are not skilled in either. Find out where you are at in your career, what salesman you need, and ask questions that will help you distinguish between the builders and the growers.

Aaron is the founder of Predictable Revenue Inc., and the #1 best-selling author Predictable Revenue. Turn your business into a sales machine with the $100 million best practices of Salesforce.com. His past experience as a Salesforce.com sales expert helped to increase the company’s revenue by $100 million. 

  1. “Adequately manage your expectations” – Zolfaghari. Navid

Your goal is to inspire your team and to do everything you can to make them successful. While everyone knows what over-performance means, few people know what it means for under-performance. Do you prefer a salesman who consistently achieves 90% or one who falls short of his quota every month? 

Navid is also the founder of Pinpoint Mobile and TriFame. TriFame is an online talent search service that was bought by Google in August 2012, for more than $400 million. He was also an original member of Wildfire Interactive which was purchased by Google in August 2012, for more than $400 million.

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