How To Manage A Sales Team
Being a leader of a sales team means that you have to adopt different leadership style to effectively manage your team. 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.
New managers often make a few mistakes. Accept that you are not always right and admit that to your team members. If you act like you have answers to all problems, you will always be solving problems that the team brings up only to see you handling their problems. If you want to have a bond of mutual respect with your team members, ensure that there is transparency between you and the members of the sales 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, when you giving instructions to your sales team every time there is a problem, you will kill their willingness and ability to come up with solutions to problems. Rather, creating a sales team, you will be cloning yourself.
While making a multiple of copies of individuals who are like you might sound a great idea-after all, you have succeeded-it is a trap. You should have a team that has different solutions to the same problem. There are various styles that can be used to effectively manage your team. Each of these styles has a have a place and time to use them.
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 they think about the situation, account or customer. 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.