Although not something entirely new, the role of a commercial manager is still very important for any company. Knowing how to manage a sales team can be the key to success.
It does not matter whether we are talking about sales, marketing or product, the performance of a team depends heavily on the manager, who needs to provide the necessary means for the success of his team.
Managers have a unique position to motivate their team, sustain and evolve the process that they even need to design.
It may sound simple, but actually, this is more complicated than it sounds, after all, the theory is quite different from practice.
The days end up being rushed and the manager ends up leaving follow-ups and conversations that should be done with his team aside. This can not happen!
Therefore, the first tip to manage a sales team well is precisely well-aligned communication.
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- Reserve the time your team deserves
- Make visual management
- Be sure to follow the main indicators
- be fair and consistent
- Establish a good commissioning structure
Reserve the time your team deserves
A sales manager needs to ensure that communication is as aligned as possible.
It is not enough just to ensure that your team is able to identify problems and communicate them. The initiative needs to come from him.
Have you ever heard about leading by example? So it is! If you want someone to do something, set an example and take the action you want your team to take.
Managers need to monitor their team daily and, if possible, provide feedback in real-time about what is being done well, what needs to be improved, tips, new techniques, among other points.
But is that enough!? You bet not! Another extremely important point is coaching.
During coaching, the manager dedicates part of his time to deal with the specific points of each of the team members, which is very important to qualify them, leaving them able to overcome any challenge.
As an individual, this exercise makes the salesperson loosen up, exposing doubts that might not have arisen if other salespeople were there.
Do you think that coaching a team, or each of the members, is something that might end up not paying for itself and not worth it? Just try to do nothing and let it go…
Make visual management
Sales is a numbers game.
Making your management visual is very important for you to communicate with your entire team at the same time, ensuring that you are following the short and long-term commitment you have established.
So, having a board with post-its that your team gets up and fills in, for example, is very positive for keeping management clear and gamified, where everyone understands what’s going on.
Has your seller generated an MQL, a sale or an SQL? Get him to stand up and fill in the board. Publicly celebrating small achievements is a very good to maintain the team’s energy and high spirits.
Set challenging goals and have the team demonstrate good performance, make each salesperson feel valued and motivated to get there, to stand up and fill the board.
In sales, it really makes a big difference.
- Has anyone generated another MQL? Celebrate with your hunter!
- This time it was another SQL? Celebrate with your closer!
- Are you another new customer? Celebrate, again, with the whole team!
Be sure to follow the main indicators
Tracking indicators is just one way to ensure your team is performing well.
If your sales team is well segmented, you must know what is the scope of action of each one to be able to follow the goals and daily tasks.
A good way to do this is to build a well-structured deal flow.
Who is responsible for putting leads in the funnel, connecting with those leads, converting them to MQLs, then to SQLs, then to customers?
If your marketing team puts, for example, 200 leads a month into the funnel, taking into account the sales cycle, you know exactly how many leads your hunters and closers must deal with on a daily basis.
This way, it is much easier to manage your outbound team and follow the KPIs and OPIs of your sales process.
be fair and consistent
Another very important point is to be as fair and consistent as possible.
Value meritocracy and make it clear that the result will be rewarded. As I said before, following the team is essential and this must also be reflected in the decisions taken.
Every manager must know how to answer the questions:
- Are all the people on the team satisfied with their posts?
- Are all in the right places?
- Is the result showing?
- Are there any internal or external problems?
Coaching also serves to understand if there is any problem in any of these points that may be affecting the performance of one of the salespeople and, consequently, of the team.
It is very important that any manager knows how to answer these questions to make sure everything is going well.
According to the answers to each of the questions, the manager’s role is to understand what is right and what is wrong and to consider with the team what must be done to solve the problem.
Of course, if it’s a personal problem that the seller doesn’t want to share with the team, it should be resolved individually.
Establish a good commissioning structure
If you set a challenging goal from the beginning and keep it well aligned, your team will eventually adapt to what was established and start doing everything to reach it.
Want to motivate your team even more? Establish a commissioning structure and career plan that conveys exactly what you want from your team: results!
Sale is an area that certainly needs to be led by someone who sets an example.
In addition, it is very important to encourage the team’s continuous improvement, coaching, monitoring the results and optimizing the process on a daily basis. ????
A team is only managed well when the manager knows that the team is responsible for its success.
Finally, if you want to know more or if you have some tips on how to manage a sales team with excellence, leave a comment below.