| To make sure a sales team is working efficiently and | | | | clients and customers so it's much easier for them to |
| making great sales they need to have effective sales | | | | be able to handle stressful situations. |
| management. Small business owners and sales | | | | 3) Sales teams shouldn't fully rely on sales managers |
| managers in large companies should ensure that their | | | | There's a fine line between managing a team and |
| sales team is supported, organised, motivated and | | | | doing all their work for them. Sales managers should |
| performing at their best. Below are some top tips for | | | | encourage their team to make decisions for |
| better sales management... | | | | themselves, chase opportunities without double |
| 1) Be approachable as a manager | | | | checking with managers and close sales on their own. |
| Being a manager does mean that a person will have | | | | This type of sales management will ensure the sales |
| authority over the team but this doesn't mean that a | | | | team can develop their own skills and also free up the |
| sales manager should flaunt this power by being too | | | | sales manager's time and reduce their stress levels as |
| controlling or arrogant. It's important to get the balance | | | | the team will be working more efficiently. |
| right between approachability and authority. One way | | | | 4) Ensure everyone uses the company CRM system |
| sales managers can achieve this is to be a true team | | | | A CRM system ensures that every member of the |
| leader by setting an example for the sales team to | | | | sales team has access to the customer database |
| follow by being positive, energetic, motivated and | | | | including customer history. If people in the team don't |
| always true to their word. By being approachable to | | | | use this facility then vital information such as call back |
| the team, sales managers will increase their team's | | | | times, meeting arrangements or potential opportunities |
| confidence in them so that any issues can be aired | | | | to upsell products could be wasted. When used |
| and overcome more easily. | | | | properly a CRM system can make sure sales teams |
| 2) Encourage the sales team to not be emotionally | | | | know exactly what is happening with every customer |
| involved | | | | and therefore save themselves and the sales |
| Losing a contract, having a misunderstanding with a | | | | manager time. Effective organisation is one of the |
| client or being told 'no' one too many times can leave a | | | | fundamental aspects of sales management and a |
| sales person feeling pretty low. It's important for the | | | | CRM system will help the whole team remain |
| morale of the team that individuals are able to bounce | | | | organised and in control of their accounts. |
| back from rejection or criticism instead of arguing, | | | | These top four tips on sales management should help |
| sulking and bringing a negative atmosphere to the | | | | to make sales teams more organised, resourceful and |
| office. Good sales management means encouraging | | | | effective. |
| the team not to become emotionally involved with | | | | |