(888) 893-2165Managing a sales team can feel like trying to nail jelly to a wall: slippery, messy, and nearly impossible! The stakes are skyscraper-high and the challenges are like a never-ending maze.
One wrong move? You risk sending your whole operation spiraling down a pit of poor performance, wasted budgets, and, let’s face it, a lot of unhappy faces.
But before you consider throwing in the towel, remember this: The key to steadying the ship lies in understanding what you can control and what you can’t. Your role, then, becomes one of a skillful captain, navigating through both calm and choppy waters with just the right balance.
This guide is your trusty compass, showing you how to distinguish between the controllables and the variables in the high-stakes world of sales management. So let’s set sail and navigate through this critical landscape together.
Hiring Employees
If you’ve ever built a sandcastle, you know you can’t just stack sand on a shaky foundation and hope for the best. The same principle applies to managing a sales team.
The first layer of control starts with hiring the right employees. Of course, you can’t control who applies for the job; that’s a variable you have to work with. However, you have full control over the selection process.
To get it right, you’ll need to put some effort into creating accurate job descriptions, ensuring you attract the right kind of talent. Post these descriptions where your ideal candidates are likely to see them: niche job boards, industry-specific websites, you name it.
When it comes to interviews, don’t just wing it; have a structured process (here are some common questions to get you started). However, also prepare questions that delve into the applicant’s technical knowledge, social skills, and overall aptitude for sales.
Get multiple people from your team involved in the interviewing process for more perspectives. After all, the team will have to work with the new hire.
Doing all of this gives you the best chance at building a strong, effective sales team from the get-go. Once you’ve selected your top-notch squad, you can focus on keeping them engaged, motivated, and trained. These will be the next layers of your strong foundation.
Employee Relationships
Think of a time you had to collaborate with someone you just couldn’t stand. Not fun, right? It’s a given: good relationships among team members do more than make the work environment pleasant.
They are the glue that holds everything together, impacting your bottom line directly. This is another layer where you have some control but can’t micromanage every interaction.
Start by setting the tone that fosters a culture that encourages:
- Openness
- Mutual respect
- Teamwork
Maybe implement regular team-building exercises or encourage mentor-mentee relationships within your team. Create avenues for open communication; whether it’s a suggestion box or regular one-on-ones, let your team know their voices are heard.
However, remember that you can’t force friendships. Personal chemistry is one of those variables that’s largely out of your hands.
But by creating a positive work environment, you’re doing your part to make good relationships more likely. When people get along, they’re more willing to help each other out, share valuable insights, and go that extra mile. These are all elements that could lead to a hike in sales numbers.
Choosing Sales Metrics
Metrics are your best friends when it comes to steering your sales team. You have full control over which numbers to spotlight, so make them count. If not, you could be on the pathway to a broken sales pipeline.
Focus on getting metrics like conversion rates, customer lifetime value, and sales cycle length. Skip the vanity metrics, those numbers that look good but don’t help with real decisions.
Once you’ve picked your metrics, establish a simple system to monitor them. Whether it’s through dashboards or team meetings, keeping everyone updated is key to informed decision-making.
Budgeting for a Sales Team
You may not control your company’s entire financial plan, but you do hold the reins when it comes to budgeting for your sales team. Allocate wisely; think about where your money can make the most impact.
Maybe it’s on robust training programs or perhaps new software that streamlines your sales process. Incentives like bonuses or small rewards can also be a good use of your budget.
Keep an eye on spending patterns and be prepared to make adjustments. Having a clear budget plan helps you and your team focus on hitting those all-important targets.
Another option here is to get an outsourced sales team. This way, you could get maximum bang for your buck, as they are specialists in their field.
Sales Forecast: A Peek Into the Future
Sales forecasts are a bit like weather forecasts: you can predict, but you can’t control. You can’t dictate market shifts or individual customer decisions. However, you’re not entirely powerless.
Make educated guesses based on historical sales data, current market trends, and input from your team. Your forecast can guide you in setting realistic goals and preparing your team for the challenges ahead. Just remember, a forecast is not set in stone; it’s a tool for planning, not a guarantee.
Training and Development
Think of your sales team as a finely tuned machine; for peak performance, regular maintenance is essential. You can’t control an employee’s willingness to learn, but you can definitely provide the resources for growth.
Investing in training and development doesn’t just sharpen skills; it also boosts morale and shows your team you’re invested in their futures.
Offer different types of training to cover various skills: negotiation, product knowledge, and customer relations, to name a few. Make use of online courses, workshops, and even internal mentorship programs to offer a rounded development plan.
Managing a Sales Team: Your Takeaways
You’re the captain at the helm when you’re managing a sales team, and the sea you’re navigating is full of both controllables and variables. You can control how you hire and where you allocate your budget.
At JumpCrew, we offer outsourced B2B sales teams that deliver results! If you want someone else to handle all your sales needs and focus on other aspects of your business, why not book a meeting with our experienced team today?
