#JTInTheRaw Show 186 | How to Manage a Sales Team | 5 Expert Tips for Success!
Sales management means having targets set that are clearly explained to your sales team. Here are 5 tips for managing and running your sales team so that you always hit your number:
- As a sales manager you need to be very clear on the number or KPI (Key Performance Indicator) you need to hit. In this video I give you some key performance indicator examples for a property management company.
- You need to be clear on what your team needs to do to get the result. You can’t tell your team, you have to teach your team how to hit that number. That is sales training 101.
- Rewarding the right behavior. Are you tracking the right number and therefore rewarding the behavior? If this is the number then what is the behavior we need to reward to get that number?
- Get feedback from your team. The most successful businesses are catching up with their sales team every single day.
- Accountability. The way you run your management team in your sales meetings is around that accountability and it’s reporting on that accountability I was always a big fan of having one meeting about numbers and one leaning about operations so that numbers meeting is focused purely on the numbers in our business. We can talk operations we can talk strategy in another stage but let’s just focus on the numbers.
Sales management simplified: We must be consistent in our management style from Day 1. Every sales meeting has to have the same agenda, sales motivation, we’re looking at the same numbers and we’re going through the same process. Your team will thrive on consistent management and your sales manager skills will improve. Inconsistent management will piss them off.
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.