Organizing sales team management in order to improve the company’s results is a challenge for all competitive institutions in the market. Carrying out this management is more than driving goals for sellers. It addresses the profile of each employee, as well as new reflections on current sales and planning for the future.
Keeping the seller motivated is perhaps one of the biggest difficulties. Sales objections are usually discouraging when it comes to high-performance sales, but the manager must be attentive to boost and help the employee in search of better results.
One way to stimulate sales is by creating a strategic sales plan with the commercial team. Another crucial point is giving feedback. It is necessary for the sales team to know where it was right and where it was wrong so that adjustments can be made. For this to happen, the manager needs to monitor the results.
A qualified team with engaged employees is only possible when you have a broad view of the current situation of the company and also of structuring and sales. All methodologies, strategies, processes and operations must be known by the manager, who needs to manage the technologies and tools to find the best way to manage the sales team.
Providing professional planning, with adequate compensation, benefits for achieving goals, a development plan and professional growth makes the sales team feel more motivated. Thus, it is possible to attract and retain talent, avoiding a high turnover rate.
In today’s blog, we will present 5 tips for you to achieve growth in your sales team management. Check out!
What is sales team management?
Sales team management is a set of actions aimed at better managing a team for the evolutionary growth of the company. It contains responsibilities of the high-performance sales team, qualifications, training, organization and patience.
It is in management that the sales development process takes place. Through the operations implemented by the manager, taking into account the sales techniques, the company can achieve the goals consistently.
The sales force is made up of a group of salespeople who work to solve customer needs. While the sales team achieves sales goals and objectives, the sales force ensures customer satisfaction. It is increasingly necessary to think about the consumer’s buying journey and also about his experience during it.
According to a survey conducted by Hibou, 33.3% of customers give up on the brand after the first bad experience. Already 53.9% only abandoned after two or three situations of poor service.
The need to manage a sales team efficiently to retain customers is clear. In the following topic, we will show you 5 tips to achieve better results in sales team management.
5 tips for better results in sales team management
To build good sales team management without mistakes, you must carefully follow the 5 tips below:
1- Choose vendors with diverse opinions
Choosing salespeople with different mindsets allows the high-performing sales team to have different ideas and experiences. Several points of view complement the growth of the commercial team. All this contributes to the success of the company.
2- Organize salespeople according to skills
Each salesperson is most productive in one competency. It is important to allocate employees to the functions they can best perform. This motivates the commercial team, as each one will be doing what they know best.
We can cite as hard skills, sales skills, processes, ways of prospecting, customer approach, overcoming objections, etc. As for soft skills, one should consider time management, problem solving, resilience, planning, among others.
3- Eliminate distractions
As with any other task, distractions hinder salespeople’s performance. Therefore, it is essential that he is focused on sales, as this increases profitability. Set aside time for your team to be distracted so that everyone can return to focus later.
4- Schedule the number of tasks
When the accumulation of tasks takes over the work environment, no salesperson can even think about hitting targets. Assign tasks according to their degree of importance. This priority helps organize what is to be done first.
5- Emphasize the word result
Make it clear that the objective of the commercial team is to achieve results. High productivity in the sales team is not always synonymous with customer loyalty. Therefore, keep in mind that the focus of your sales team management will be results.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!