The Right Relationship With Your Sales Team

Jeff Cochran


Managing a sales team is often rewarding, but it’s not without its stresses. There’s a fine line between your relationships with your team members – they need to trust you for support and feedback but should also feel comfortable enough to come to you for advice. Sales managers often struggle to toe the line between trusted professional confidante and friend. Here’s how to keep your relationship with your sales team professional while still instilling a sense of confidence and trust.


There’s No “One-Size-Fits-All” Approach

Your sales team is a group of diverse individuals. As such, they’re all motivated by different things. Some of your employees may be experienced and have honed their salesperson persona, while others are less experienced but hungrier to prove themselves. One of the biggest mistakes sales managers makes is treating everyone the same way. You’ll want to train people based on their own unique motivators. Some seek approval and praise, while others are focused on self-improvement. Find out what makes individual team members tick and work with the results.


Training’s No Such Things as “One-and-Done”

Sales training isn’t simply a matter of holding a bunch of exercises and calling it a day. It’s not enough for your team to simply hit the objectives; they should be constantly vying for the next goal. Encourage this attitude by viewing training as an ongoing process. There are several ways you can incorporate training into your sales team’s everyday lives. Consider periodic lessons on cold-calling and generating leads. Ask your top performers to lead a class on what they’ve learned during their years in the business.

Lastly, cater your lessons to each individual on the team. Some may struggle with cold calling scripts, while others may have trouble with lead generation. With concentrated and individualized attention, your employees will feel more engaged in their work – and your sales will benefit.


Create a Team Attitude

In sales, sometimes workers feel more like they’re competing than working collaboratively. As sales lead, it’s your job to bring your workers together to drive success. Create a shared view of the competition and you’ll be rewarded with a boost in company morale and an increase in your company’s ability to sustain growth.

Managing a sales team isn’t for the faint of heart. If you follow these tips, you’ll set a healthy foundation and forge relationships based on mutual respect and team effort.

Increasing Sales For Your Product

Jeff Cochran


Creating a new and innovative product is exciting, but it’s not without its challenges. One of the most difficult aspects of marketing an original product is convincing your target audience why they need it. Many businesses throughout history have prevailed in this effort, but even more have failed. Here’s what you need to know about selling new and unique products to your customers successfully.


Know the Product Inside and Out

Have you ever been in a sales interaction where you felt that you knew more than the salesperson? This might happen at an auto dealership, appliance wholesaler, or virtually anywhere you make a purchase. It’s also a red flag to a consumer.

If you’re marketing and selling a new or novel product, there’s no room for error. You must be prepared to answer any question and speak intelligently about every aspect of the product you’re selling. As a sales professional, it’s your job to be the expert and to tell people exactly how the product can help serve the customer.


Know Your Customer

You’ll also need to know to whom you’re selling your product. Define your market as accurately as possible. For example, your target market might not be Millennials, but Millennial moms with children under the age of 5. The more accurate your market, the better you’ll be able to target your efforts and learn about what makes your target market tick.

Once you really know your customer, you can develop a sales plan. These are comprised of several parts, including:

  • Sales goals. Specific, measureable sales goals will help you stay on track. A good example of a sales goal might be selling 50 units within the first 30 days, not simply “selling a million units.”
  • Channels. Are you going to sell directly to the consumer, or do you plan on partnering with local retail stores?
  • Timelines. Take these pieces and put them together in a timeline that’s realistic and manageable. In an ideal situation, these timelines are flexible – for example, if you’re struggling to meet one sales goal, you can take corrective action and move the timeline back.


Selling a new product may be exciting, but it’s also not easy. You face an uphill battle in helping customers understand the value in your product and how it will improve their lives and in meeting several quotas. With clearly defined goals and a strong knowledge foundation, however, you can win customers over and help them see what they’ve been missing all along.