Sales Management Mistakes
Building a small business is hard work. Sales management is often overlooked. In order to provide effective sales management, you must take responsibility for the hiring and building of your sales team. Spending the necessary time to be the sales manager will help build a rewarding culture and grow a successful sales team that will take your business to new levels of success. The following are some of the biggest sales management mistakes and how to avoid them.
1. Separate Training and Recognition — One common mistake is to congratulate your sales force for a job well done and then quickly tell them where they need to improve. Your sales team can interpret this as a lack of appreciation. Save the performance improvement for training and set up separate recognition of success. A glass of champagne at the end of the day will work. Your gesture of respect and celebrations of achievements will capture the hearts and minds of your team and motivate them.
2. No Sales Plan — Another mistake is not developing a sales plan that will help manage your team. A successful team requires planning, tracking, and review to achieve the targeted results.
All sales plans should have at least 3 requirements:
Sales Rep Development — To ensure a high level of a sales plan acceptance have the sales rep develop the plan and give them the support needed.
Regular Reporting — Sales plans should be established weekly to provide flexibility. Review of sales plans can take place monthly. The sales manager should review results of the plan to determine missed opportunities.
Sales Metrics — A successful sales plan focuses on results and activities. Establish the proper sales metrics to drive your business results. Metrics can include client phone calls, number of contacts appointments confirmed, appointments conducted and sales closed.
3. No Sales Support — Not all sales reps require the same level of support. But successful sales management requires a commitment to sales force training. Whether your business is big or small an investment in sales training and support is a must and is key to your profitability.
4. Control Sales Management — Sales management is a partnership between the sales rep and sales manager. Effective sales management requires sharing the responsibility of the sales process.
5. Lack of Accountability — If your small business lacks a clear policy of sales accountability, it is your responsibility to implement this process. Creating a culture of sales accountability will retain top performers while those who have underperformed will leave. A sales accountability culture attracts the best sales people. It is what your business needs to survive in a competitive market.
