For B2B businesses, their sales team is often their most valuable asset. Unfortunately, sales can be complicated, and poor management or leadership can affect even the best agents.
Managing a sales team requires more than expertise; it demands leadership skills that promote a healthy, happy work environment and encourages employees to reach their goals. The better your sales team management, the better your sales.
However, learning how to manage a sales team takes work. While you might be an excellent salesperson, it doesn't necessarily mean you're an excellent leader. Managing sales teams requires more than experience selling, and leadership might be to blame if your teams struggle to land sales.
Good sales team management increases employee retention rates, keeps employees productive, and supports overall sales initiatives and goals. Keep reading to learn how to run a sales team.
Best practices for managing your sales team
Leading a sales team requires a deep understanding of the business and its customers. Yet, many sales team leaders fail because their employees aren't motivated. Knowing how to run a sales team is much different from knowing how to make a sale, going beyond sales strategies to encourage employees to meet their goals.
Here are a few sales team management strategies to increase sales and employee productivity and morale:
1. Know your team
Many sales teams have autocratic leadership in which one person makes the decisions for the unit, setting their goals and delegating tasks. However, this leadership style doesn't mean managers can't get to know their team members. Ultimately, your leadership style may not resonate with your team, leaving them feeling less motivated and with low morale.
Getting to know your team can improve productivity because it helps you find effective strategies that motivate them to sell. Forming more personal relationships with sales agents can also make them feel comfortable around you, making them more willing to come to you with issues affecting sales goals.