Effective Sales Management

Effective Sales Management

Sales are the lifeblood of any company. Bringing in new business is essential for companies to grow and maintain their profit. Successful sales people are often among the highest paid employees of companies because they are responsible for generating new leads and business. There are some key skills that are required in order to be a good sales man and additional skills in order to manage a team of sales men.

Time Management

Effective Sales Management

Having good time management skills is vitally important to be a good sales manager. Planning and organising your team is essential for a successful team. Having regular sales meetings and having a system of receiving your sales reports on time is important for the manager to know how the team is doing and if anything needs to be done about the performance of sales team members.

Daily to do lists for the manager and the team are a good idea to make sure there is a focus on the most important tasks. This will ensure things get done as you tick the items off one by one.

Set daily, weekly, monthly, quarterly and annual goals. This will make sure you are focussed on the most important things and have a target to meet and work towards. These are often linked to the money a sales person can earn which is a good motivator for salesmen.


It is important to keep up to date with the latest industry trends and techniques. This will ensure you are able to get the most out of the tools you use and be able to find new ones to help you perform well. Getting new ideas from other successful sales managers would be beneficial and even from others outside your industry where you can use their ideas and see if they work in your business.

Motivating Your Team

It is going to be vitally important to make sure your team is motivated to sell. There are many options available to you and some will involve a strong performance based remuneration scheme. However, there are other ways to motivate employees. Perhaps you offer a leader board where the top sales person will earn a reward. You could simply keep telling your team that they are doing a great job and give them the freedom to make decisions for themselves. Often staff feel unmotivated because their ideas are not listened to or they feel unworthy.

Team building activities once a quarter are a great way to bond the team and reward them for a good previous quarter. There are many to choose but perhaps let the team decide what they want to do.

By  John Hester

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