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.
You should ensure that you are an approachable person. Sometimes, you will need to hold yourself and your team members accountable for your actions and statement.
Anew manager will often make mistakes. You should acknowledge that you sometimes go wrong and admit that to your team. 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 there is transparency between your team and you, you will be in a position to build a bond of mutual respect with your team.
One of the mistakes you might do, especially if you were previously a sales person is telling your team what to do. You would be making an effort to direct them to the direction you perceive as the best for the situation you are in. However, giving directions to your team on regular basis will take away the initiative and the willingness and ability to look for unique solutions to problems. You will not be building a sales team rather you will be building clones of yourself.
You might think that cloning yourself is a great idea because you have succeeded, however, it might be a trap. You should have a team that has different solutions to the same problem. In effective management, there are many different styles. 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. Consult from your team members on what you should do. Do no tell them. See what their views about a situation, customer or account are. You should understand how your team want to have their problems solved and how they want you to help them.
At first, the members of the sales team might be surprised by the way you are carrying out your management, and they might not respond appropriately at first. This will most likely happen if your predecessor was a directive manager. However, keep motivating them to be free to come up with possible solutions to problems they could be going through. Apart from knowing how they operate and think, they will also appreciate you for enabling them to develop skills for problem-solving.