Managing a Sales Team

by Emjae Johnson - About.com (Author & Marketing Consultant)

If you are not self managing your own sales team then you should know at least the basics of managing a sales team even if you have hired sales managers to do your managing for you. The effective management of a sales team can make or break the business. Sales people depend on management support for so many things that it requires a manager or management team that is organized, attentive, creative and is able to clearly define requirements from the sales team. The sales team and the management work as one each complimenting each other to streamline the sales process and to increase sales.

There are several different ways to manage a successful sales team but here we will focus on sales management 101. First, it is crucial to provide your management team with set goals for the team. Based on what your sales projections are, you will be able to present your management team with a plan to work towards. This gives them the ability to measure their performance of being able to maximize the sales teams abilities and talents.

Key Areas of Sales Management:

Sales Objectives
Be very clear on your sales objectives to the sales management team and when they are to be achieved. A sales objective is the basis of a sales plan. Sale management must have a plan in order to get the most personal achievement and production out of each of its sales members.

Handling Problems
If there is a problem, such as with a product, service or even anything administrative that effects sales; be very diligent about handling it as this can effect the productivity of the entire sales team.

Professional Manners in Management
Make Sure that you impress upon your management team leaders that each member of the sales team is to be treated in a respectful manner. It is surprising how many sales managers have a lot of know how of how to organize workloads and close sales, but know almost nothing about how to manage "people" and think that being over bearing is the best way to improve productivity.

Support Your Sales Team
Inquire and find ways to encourage and help your sales managers to motivate your sales team. This will build a camaraderie and also increase sales.

Be Active, Visible and Approachable
Take an active role in the management team by being approachable and visible to the entire sales team. It is not necessary to roll up your shirt sleeves and work side by side with them, after all, in most cases you have hired them for their expertise in this. But, something as simple as stopping by the management office or sales floor once or twice a day to say hello and to check to see if they need anything will pay off for you in the long run.

A point to remember is that your sales team will ultimately mirror the personality and leadership of your management team. If the management is terse and disorganized or even too soft and without clear goals and objectives then your sales people will suffer as well as your bottom line. It is crucial to stay aware of whether or not your sales leaders are harmonizing and supporting your sales team's efforts so as to keep your profits increasing.