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about Sales management


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

Putting in office

Selling and managing require two very different sets of discipline. Although a significant level of experience within the environment you are managing is essential, the top-performing salesperson doesn’t always go on to make the best sales manager.

After all, if you make the step up, you’ll be selling significantly less than before (if at all) and the pressure for each sale to succeed becomes greater as the performance of others becomes even more important. You’re no longer judged on your own performance, but instead of the performance of the team around you

There’s no doubt about it, sales is a highly competitive, results driven business. That’s why having the right leadership is crucial to a sales team’s success. So how can you be the leader that your team needs? How can you help them negotiate the highs of target smashing one day, followed by the lows of rejection the next? How can you keep them motivated every single day, so that they deliver the results you need?

1. Understanding individuality

One of the most important rules of managing a sales team is to know your team on an individual basis