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.
