about Sales management
And is it right for my team?
There are many types of management styles out there – so how do you know which one is right for your team? It all comes down to what you do, how you do it, and who exactly is doing it. As there is no set way to define a management type by role or department, it very much has to align with the values and processes that your team already has in place.
That said – a performance management system can often work very well in sales teams
However good the product or service you offer, all businesses rely on new sales opportunities to grow and develop. Although up-selling and cross-selling to existing customers can be extremely effective, it’s always important to integrate new business wherever possible.
That said, new sales opportunities rarely land straight on your desk, so learning how to improve the number of sales you get through the door is as essential a skill for bringing in new business as finding good quality leads.
So, how can you find and close more deals?1
Working at a company that specializes in helping sales managers hit (and, in many cases, exceed) their targets, I regularly discuss what tools they use. There are the basic ones like CRM, e-mail tracking software and LinkedIn. All are great tools and should be used daily, however only give you half the story: negotiation skills, positioning and previous interactions.
The other half of the story is the way that a sales manager leads and makes decisions. The best sales managers use data to influence their actions before they make them