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Being in sales management is generally like an uphill battle trying to smash targets and keep the team on course.

The spectrum of personalities means that you have to become a wise parent of your team, knowing how to approach each individual

#1 Have a Plan

We have said it before and will say it again, learn to love metrics. Tracking metrics means you know where you are headed but more importantly it keeps the team in the know of how their peers are performing and how well the company as a whole is performing.

Let individuals make their own plans on how to attack cold calls and their sales approach but have an outline plan that is set for the tracking period e.g. quarter targets.

#2 Let Them be Free

Being in control of the daily routine is what we are always after doing. It’s a fear that our precious company is going to be run into the ground because your responsibility is by far supreme compared to your teams (it’s OK, this is very common).

There’s more of them then you so they can look at the process in a different perspective plus they know what works for them and what doesn’t, if they can produce the results then why shouldn’t they have the freedom.

#3 Develop the Team

Incentives such as certificates and bonuses are good, but consider how the drive and hunger of the individual is actually looking for development.

If they want guidance on how to progress further up the sales ladder, then offer them what you can to improve them as a professional. Cash bonuses only take you so far, the natural need to learn will soon take over.

If you want to see the perfect example of a business model that revolves around the customer and team then check out our blog on Zappos and what sales management can learn.

#4 Support Everyone

Through the tough times and the good it’s your duty to keep the team grounded or keep the morale up. You position as the sales manager means you have probably got some decent experience behind you, so if someone gets stuck or gets to a roadblock use your experience to determine if it’s time to let them be free and learn by their own experience or if it’s something you should mention and help with development.

#5 Hold Staff Accountable

Respective of experience and current status within the team every team member needs to be held accountable for their actions and really justify their ROI (Return on Investment).

They are there to sell and if they can’t produce that exact need then action needs to be taken. If the rest of your team has to pick up the slack then morale will dip and a workplace divide will start to build so be ninja about things and ensure everyone is monitored but from a distance.

The best can be pushed harder and the worst can be given extra help to progress further.

Being the sales manager of a team can be hard and at times confusing, it’s from your experience that you have which you need to put into work to get the best out of the team and more importantly hit those targets.

By: John Perrin