Tips Of Managing A Sales Team
To effectively manage a sales team, you need to adopt various leadership styles. You should have the skills required in sales management so that you can lead your team in achieving their target.
Ensure that you have a good rapport with your team so that they can easily approach you in case of need. There will be times where you will need to hold your sales team members and yourself accountable for our actions and statement.
If you are new to being a manager, you will often make mistakes. You should acknowledge that you sometimes go wrong and admit that to your team. Do not act as if you have all the answers to all the problems because if you do so, your team will learn how to bring up problems so that you can solve. If there is transparency between your team and you, you will be in a position to build a bond of mutual respect with your team.
One pitfall you might fall especially if you were previously a salesperson is that of giving directions to the team members. You would be making an effort to direct them to the direction you perceive as the best for the situation you are in. However, directing your team members on regular basis will hinder them from coming up with unique solutions to the challenges they are going through. Rather, creating a sales team, you will be cloning yourself.
You might think that cloning yourself is a great idea because you have succeeded, however, it might be a trap. Having a team whose members have different ideas on how to solve a problem would be better. In effective management, there are many different styles. Each style should be used at its right time and place.
One approach that you can use when faced with a problem is the consultative approach. Ask your team. You should not be the one to say what you do. See what their views about a situation, customer or account are. Ask your team how they want to solve the problem they are facing and how you can help them.
At first, the members of the sales team might be surprised by the way you are carrying out your management, and they might not respond appropriately at first. If your predecessor was a directive manager, this will undoubtedly happen. However, keep encouraging them to feel free and come up with solutions to challenges they are facing. Apart from knowing how they operate and think, they will also appreciate you for enabling them to develop skills for problem-solving.