Building_a_sales_team

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 info@topopps.com or contact us!

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