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.
You should ensure that you are an approachable person. There will be times where you will need to hold your sales team members and yourself accountable for our actions and statement.
Anew manager will often make mistakes. Admit that sometimes you make mistakes and let the team know that you acknowledge that. Avoid behaving like you have solutions to all problems, some members of the team will try to come up with problems so that they can see you solve them. As manager you can easily create a bond of mutual respect with your team if you create transparency between you and 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, 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. You will not be building a sales team rather you will be building clones of yourself.
Cloning yourself might sound a good idea because -after all, you have succeeded- but to some extent, this might be a trap. Having a team whose members have different ideas on how to solve a problem would be better. There are various styles that can be used to effectively manage your team. Each style should be used at its right time and place.
Consultative approach is one of the approaches you can use when faced with a challenge. Let the sales team members give their ideas on what you should do. Do no tell them. See what they have in mind concerning an account, a customer or a situation. Know how your team want to go about the problems they are facing and how they want you to 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 motivating them to be free to come up with possible solutions to problems they could be going through. As you operate, you will see how they think and operate and at the same time they will appreciate you for teaching them how to fish rather than just feeding them.