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How To Manage and Strengthen Your Dream Sales Team

THE SALES TEAM is every sales manager's greatest asset. To protect that asset, good managers help their teams by uniting, training, supporting and motivating them. You count on your team and they count on you, so keep close eye on them and be the leader they need you to be. Implement these techniques for conscientious team management so your sales force has every chance to win. 

Your salespeople are your customers. Good managers emphasize customer care and service, but they don't forget to care for the salespeople who care for the customers. Think of your salespeople, as you internal customers - how concerned are you about their satisfaction? Salespeople will often give as good as they get, so let them know how valuable they are. Have faith in your salespeople, and if they fail you, think about how you may have failed them before you start pointing fingers.

Be able to read your people. To meet your team's needs you have to be aware of how they are feeling. Listen carefully to what your people say to you and to each other. Watch the way they move - are they energetic and enthusiastic or sluggish? Say hello to each of your team members every morning and try to get a feel for their moods. If you expect your people to be responsive to you, start by being responsive to them.

Maintain a positive atmosphere. The successful sales manager plays many roles, not the least of which are the motivator and cheerleader. Selling is a tough job, so you have to keep spirits high to keep sales high. Celebrate your team's successes and never hesitate to give praise when you catch someone doing a good job. Post inspirational messages around the office and always walk the motivational talk yourself. Contests and incentives help spark-selling enthusiasm - keep them in mind when you want to generate some excitement.

Collect ideas. Ideas give your people a chance to contribute to the company in a way other than just through sales. Good ideas can lead to huge increases in profits and saved time, money and effort. Have salespeople submit their ideas, then reward those whose ideas are implemented. Encourage creative thinking through monthly off-site brainstorming meetings. Dress casually and keep the mood loose and fun. Pass around toys at the meetings to help break down barriers to creative thinking.

Delegate responsibility. Entrust a worthwhile task to one of your salespeople and you send a message of faith in that person's ability. You can tell your team that you trust them and believe in them but giving them some power shows them you mean it. When you pass a job on, be clear about exactly what you want done and when, and make sure the salesperson has the knowledge and resources to do it effectively.

Create a department newsletter. A newsletter keeps your team informed as to the sales department's activities and helps unit your team by reminding them that they are important parts of a larger whole. Your newsletter might include new product announcements, announcements of awards given to sales team members or major new accounts, cartoons, inspirational stories and quotes, sales training tips or industry news articles. Design a newsletter people will really read by asking your team what they want to read about and encouraging them to contribute to it themselves.

To find out just how much potential your team has and bring out their best, you have to manager them effectively. Start by recognizing there value, and act accordingly. You'll be rewarded for the effort and time you put into your people by the loyalty, respect and sales you get back.