Managing a high-performance sales team is never easy. More so, when you consider the fact that a high percentage of sellers missed their sales quotas in the last year. Missed quotas aren’t even the worst-case scenario.The average annual turnover rate for sales team is current at 35%.
We’re not saying this to discourage you, but it should help you prioritize upper management top raise sales quotas. Success is possible as long as you better prepare yourself for what lies ahead. Having that said, below are two sales team management strategies you can use to win at sales and propel your company to the next level.
Set Clear Sales Goals
You need to set goals and KPIs that will guide you through from the word go. Keep in mind it pays off to be ambitious enough to stretch your sales team since they give you their best effort. It doesn’t end with that since also you need them to be realistically attainable so that yourrepresentatives don’t continually miss quotas and get discouraged.
To easily track the performance of any sales team, be sure to find the perfect balance by setting S.M.A.R.T goals. With such goals, rest in knowing you will have more success managing salespeople.
Assign Clear Roles and Responsibilities
Adopting and enabling flexible working goes a long way in helping you get the most from your sales team. Everyone on your team should know exactly what their role is. If they don’t, then there is no way you should expect them to consistently achieve objectives. The secret lies in dolling out responsibilities that correlate with personal skill sets. Do your best to assign tasks and responsibilities to those who have the best chance of completing them successfully.
Wrap Up
Managing your sales team doesn’t have to be a hassle as some business owners make it sound in the first place. Ensure you identify areas for improvement, create a scalable sales process, assign clear roles and responsibilities, clarify your sales model, and configure an onboarding plan. Of course, it also pays off to leverage AI for sales technologies and tools at all times.