We all know the sales world is a real jungle. Managing a sales team isn’t easy, but it remains a vital part of every business. As Ziad K. Abdelnour eloquently put it, “you are only going to be as good as the people you surround yourself with”.
But fear not! Yes, the job is tricky, but far from impossible. We’ve got six hacks that will guarantee you guide your reps on the right path to success:
If you want to see the best results, you have to hire the best people. This doesn’t necessarily mean you should chase after the crème de la crème of sales reps, but rather those who will complement your team in the best way possible. Hiring smart involves looking for those that are eager to learn and add a little something extra to your company’s culture.
Get to Know Your Sales Reps
How well do you know your team? What drives them, what are their ambitions and how might that impact their performance? They are human beings with dreams, aspirations, and problems of their own. Make sure you spend time getting to know them and show interest in each as an individual. If they feel valued and cared for, they’ll want to invest more in the company and the work they put in.
Feedback, Feedback, Feedback
You can’t expect your team to deliver good results if you don’t give them feedback – either good or bad! Communication is the key to build a successful sales force. Providing relevant feedback on both fronts is what ensures your people stay motivated, learn from past mistakes and consistently improve over time.
Knowledge Is Power
When Michelangelo was 87, he was still learning. Take this bit of wisdom from this great mind and make sure you apply it to your management style. After all, learning is an ongoing process for all of us, including your sales team! Putting in time and money to coach your reps is an investment that definitely will pay off in the long run.
Establish Clear Goals
Giving the sales force clear objectives is a must. To have a tangible goal, rather than just “achieving long-term growth” or “maximizing revenue”, is crucial. Choose specific, measurable sales metrics that show your team exactly what they should strive for. Running a marathon wouldn’t be so cool without a finish line to look forward to, right?
Be The Change You Want To See
It really couldn’t be simpler. As a leader, you need to walk the walk and talk the talk like a pro. People look up to you for guidance, advice, positive energy and motivation. Remember, your sales team’s success starts with you, so leading by example is the best thing you can do when playing your part!