When you start your own business, you will make a lot of decisions that have direct impacts on its success. One of the fundamental principles of entrepreneurship is choosing and cultivating a great team. Understanding how to build a solid sales management process is crucial.
Four Basic Elements of the Sales Management Process
Good sales management goes beyond selecting the right people. Business consultant Benjamin Naderi advises that you need stellar skills in training, team leadership, and assessment to determine that the process you’re using is working well.
Hiring the right people for your sales team starts with writing a clear, accurate job description. Don’t just assume people will understand what the job entails from reading the title.
Another part of the recruitment phase of the sales management process is interviewing promising applicants. Some people look great on paper but aren’t a good fit for your team. A well-organized interview helps you get to know them a little better.
Once you hire motivated sales reps, you must train them to present your products or services in the best light. Set goals and expectations for the team so that all the people you employ have a metric by which to judge their own performances. Ongoing coaching ensures that you reach the team objectives and provides an opportunity for feedback for those who need more help developing their skills.
Good leadership is more than wrangling schedules and making sure the floor is covered. It also involves identifying the strengths of each individual on your sales team so everyone has a chance to do what they do best.
A fun way to inspire team members is to introduce healthy competition into your sales management process. Offer incentives for those who do the job with skill and efficiency. Set a sales quota, give them a deadline, and offer a reward for those who reach it first. There are four types of rewards that may work well for your team:
- Monetary rewards such as bonuses
- Special benefits such as catered meals
- Wellness assistance such as spa treatments
- Recognition such as employee-of-the-month announcements
Every sales manager needs a system for noticing what is or isn’t working. A reliable assessment tool tracks sales of different products. This information not only helps you manage inventory more effectively but also tells you which sales techniques may need a little more polish. You can use this information to inform the way you coach your staff or to better match customer demographics to available offerings.
Build a Unique Sales Management Process For Your Business
There is a lot of business management advice out there for entrepreneurs, but not all of it is going to pertain to your company. Customized consulting services can help you identify the wisdom that will make your business a success.
After building his own successful business from the ground up, Benjamin Naderi understands what it takes to rise above the competition. He can help you build a sales management process that increases your revenue and boosts your business. Contact us to get started today.