Sales teams have the reputation of being the toughest to manage. The sales leaders are always looking for innovative ideas to inspire their teams to do better and achieve more. Salespeople build strong business relationships; they don’t just get the revenue. For high performance to be sustained, it’s important to lead them the right way.
Managing a sales team takes some ingenious management skills. Not all salespeople are the same and can be motivated in the same way. But, with sales being so crucial to an organization’s success, finding the right management style is inevitable. Here is how to do it-
1. Give space
One thing that all salespeople, without exception, need is autonomy. Micromanagement is the nemesis of high-sales performance. Salespeople are self-driven, all you need to do is give them a spark and they will build the fire on their own. They need support, motivation and trust, not someone breathing down their necks. Know the difference and see how it helps them deliver more.
It also helps them to be more accountable for work and they come up with their own solutions to solve challenges that they otherwise wouldn’t.
2. Hire the right people
Passion drives sales. You need salespeople who are passionate about what they do, about your industry and eventually about what they sell. They should be willing to learn. Contrary to common assumption, not everyone can do sales. It goes without saying, for sales success; it is imperative to get the right people on the team.
The most important thing to look for when hiring salespeople is “people skills”. As per Science of People – People skills are the tools you use to communicate and interact effectively with others. Individuals with strong people skills are able to predict behavior, relate to others and socialize easily.
3. Build a Result-driven Culture
“Sales” is all about results. Building a result-driven culture should be one of the top priorities for every sales leader. Set the bar high, but not too high. The goals you set should be lofty yet achievable. Remember you want to power their performance not crush their morale.
As a sales leader, it is your responsibility to keep your team motivated and zestful. When giving feedback, make sure you don’t just accentuate the negative. Lift them up!
4. Bridge the Gap
There are goals you and your team have achieved and there are goals yet to be achieved. Figure out as a team, where you are and how you can go where you want. Create strategies to achieve your targets.
Motivation isn’t just about the quotes telling you to push your limits. It’s so much more. Understand both the personal and professional goals of your salespeople. This will give you a clear idea of what motivates them and helps them achieve their goals.
One Last Point
For your sales team to care about your business, you need to care about them first. “When reps take the role of a curious student rather than an informed expert, buyers are much more inclined to engage.” – Jeff Hoffman