Every company would like to establish itself, promote its product, and become popular. And, there is only one way to do that – increasing your business. Look all around you and you will find that more and more businesses are trying to increase sales and capture the market. If you would like to do this, you need to know the correct technique.
Whatever may be your position in the hierarchical order – the General Manager for Sales, the Vice President of Sales, the CEO, or a sales manager – managing, inspiring, or goading your sales team into performance becomes one of your top priorities. When you expect your sales to go up, it is essential that you have to give your sales team considerable push, the effect of which will percolate down to the salespeople. You need a dedicated sales team with a positive attitude to ensure results.
We do find that sometimes the manager driving the sales team can be quite difficult, demanding, and quite unrealistic in his or her expectations. This sort of attitude can spell doom not only for the team but even for the whole company. As a manager, you should be understanding and learn to respect their traits, and then you will find that you will have fewer headaches to deal with.
Here are a few tips to help you manage your sales team:
- Treat each sale team member as a business owner or an entrepreneur rather than trying to establish the employer-employee relationship. Doing this will give them a sense of importance and you can be sure that they will act in the best interests of the company.
- Do not thrust your ideas or plans on them – a better way would be to ask for their ideas. Give them the broad idea and watch for the results. A little bit of independence or freedom is necessary to get success.
- Track each member’s performance and have a constant programme of evaluation so that you can separate the producers from the non-producers. People who do consistently well should be teamed with non-producers to mentor them. Ask a feedback on their performance from your clients.
- Trainees and new recruits should be given an induction training programme. They should be given information about the company, the products, and the customers. They should also be briefed about the company sales strategy and policy as well as the terms and conditions of sale.
- Training must be provided to help develop their customer contact skills as well as behavioural skills. They need to be taught to listen to customers and answer their questions satisfactorily. They should also be taught the skill of negotiation.
- Individual coaching should be given to help build confidence and expertise. Senior and experienced salespeople should accompany trainees to customers and important meetings to make sure that they learn the ropes well. It is necessary to work along with the sales team members to solve problems and give them opportunities for growth and development.
- Monitoring the performance of the trainees and new members is very important to ensure their all-round development. Discuss with the individual about his/her non-performance or under-performance, and also with the other members of the team for their opinion.
- Do not rigid in your opinions, but keep an open mind. Allow people to perform in their areas of expertise or liking. If you find that you have an employee who has a disinclination for clerical work but is good at sales, let him or her take to selling. You can easily find someone else to up fill that position. If a person loves to do what he does, you can definitely expect good results.
- Teach your team to learn time management and use their time wisely. You can ensure productivity by scheduling sales activities for the morning rather than at a later part of the day.
- One of the essential aspects of sales is preparation. Even though you may have sold the product a dozen times, make it a point to prepare your questions before you meet the customer.
- It is not necessary that even though you are in sales you have to do all the talking. Learn to listen to your customers, find out if they have any issues or problems and resolve them.
Whatever may be your position in the hierarchical order – the General Manager for Sales, the Vice President of Sales, the CEO, or a sales manager, managing, inspiring, or goading your sales team becomes one of your top priorities. When you expect your sales to go up, it is essential that you have to give your sales team considerable push, the effect of which will percolate down to the salespeople