How To Manage A Sales Team
Being a leader of a sales team means that you have to adopt different leadership style to effectively manage your team. It is important for a leader to take the appropriate measures to ensure that the sales team achieves their target.
Ensure that you have a good rapport with your team so that they can easily approach you in case of need. There will be times where you will need to hold your sales team members and yourself accountable for our actions and statement.
New managers often make a few mistakes. Accept that you are not always right and admit that to your team members. 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. If you want to have a bond of mutual respect with your team members, ensure that there is transparency between you and the members of the sales team.
Giving regular instructions to the team members is one mistake that managers of a sales team do especially if one was a sales person. 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. You should have a team that has different solutions to the same problem. 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. Ask your team. Do no tell them. See what they think about the situation, account or customer. You should understand how your team want to have their problems solved and how they want you to help them.
If the team members are not used to the kind of management you are using, the might fail to respond well at first. If your predecessor was a directive manager, this will undoubtedly happen. You should not give up on giving them a chance to come up with possible solutions for their problems rather you should encourage them to always get unique answers to different challenges. 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.