3 Important Tips to Managing Sales Reps

Authored by Chisom Uche on September 6, 2016

The key to a successful sales team is having a team of high performing sales reps. However, as a new sales manager, you know that managing a team of reps can seem to be much harder than you anticipated. Don't stress about it too much because through our journies of managing sales teams we have discovered that they are really 3 key ingredients needed to be a high-level sales manager.


1. Identifying Their Personality

The first thing every new sales manager needs to do is get a clear understanding of their sales reps individual selling personalities. It's important to know how each of your reps intends to sell so that you can help them set relevant and specific personal selling goals. This also helps you be a better sales coach if a rep experiences issues closing deals throughout the sales process.

2. Give Them an Established Sales Process

After you get an understanding of how your reps sell, work with them to establish a consistent sales process with them. Your sales process should be based on your customer's buying journey. CSO Insights found that an organization who adopts a sales process that is aligned with their buyer's experience can expect to see an increase in their win rates of up to 38%. Once you develop a solid sales process and have the buy-in of your reps, look into investing in sales technology to make enforcing that sales process easier amongst your reps. Your best bet is to adopt a predictive analytics solution that puts the data on your sales reps performance to work for you. That way you can have a faster indicator of where reps struggle in the process and give very tailored coaching advice in order to ensure your reps have the best shot at being successful.

3. Support Them with a Formalized Sales Coaching

Now that you know your sales team and have built a solid sales process that is reinforced by sales technology with predictive analytics capabilities, all that's left to do is make sure your reps feel supported by you. Sales coaching may be the most important thing you can do to ensure your sales team always performs at a high level. Coaching can take various appearances but the most effective coaching is very formalized and targeted specifically to the needs of a specific rep. Formalized coaching means that you consistently identify and track the trends of relevant metrics during you periodic meetings. If you enact formalized sales coaching properly, you can see an increase in your team's win rates of 9%. That can add up to be a lot of revenue left on the table just because of how you coach your reps.


So, if you're a new sales manager looking to make the most of your opportunity to lead a high-performing sales team, learn your team's personalities, create an established sales process that's supported with good technology, and support your sales team with formalized sales coaching. If you have any questions, our sales experts are very happy to help. Just shoot us an email at or contact us!

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

September 20, 2019

The Emperor [CRM] is Naked

              One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

                The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

                  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

                  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

                  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

              The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

                  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales

January 25, 2019

AI for Sales - In the Marketing Funnel

                  The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

Sales Tools, AI, Artificial Intelligence, Marketing Funnel, AI for Sales