Great sales teams all have one thing in common: an excellent leader. Finding, training and supporting sales managers is a big task, but it is a must for any company that wants its sales department to excel. Similarly, professional development for sales managers needs to be one of their own top priorities, even given the time demands of their jobs. According to Forbes, it’s not uncommon for a high-performing salesperson to get picked for a management role without any real idea of how to manage. While promoting from within can be valuable and everyone starts somewhere, sales managers need to make a serious effort to catch up on management best practices as soon as they are promoted from the sales team itself. Here are some tips to start with:
Lead and reward with individuals in mind
Forbes says many sales managers have metrics and deadlines in mind and may forget about the human element of sales performance. While data and deadlines are vital in the sales world, they won’t pull a team to the top alone. Instead, managers need to get to know their workers to determine what kind of incentive compensation will really motivate them. Indeed, many may be more inspired by public recognition or seeing their manager roll up his or her sleeves to help the team than by a bonus. Managers who know this about their teams can bring them to new heights of motivation and engagement.
Have clear expectations
In management, the clearer expectations are, the better. This is true especially in sales management, where numbers play such a huge role. Sales staff needs to know exactly what is expected – and when – to perform well. One way to focus on just the right information is to compile key performance indicators. This gives managers an opportunity to compare their teams’ performance to their goals, and from there to brainstorm ways to bridge the gap.
Check in regularly
Leaving performance issues to fester is not best practice at any workplace. Sales managers need to have regular meetings or check-ins set up with their team at a minimum in order to address and raise any relevant concerns. Being proactive when it makes sense is also important, whether that means talking to a salesperson as soon as a problem comes up or even heading an issue off at the pass.
