Managing a Sales Team with Success

Name: Managing a Sales Team with Success
Rating: 4.2 (13 reviews)

The first fundamental skill every sales leader must learn to master how to communicate.

Created byManagement Study Guide

Last updated 4/2019

English

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What you'll learn

Leadership begins with communication
Goals are paramount
Motivating a team
Coaching performance and achievement
Control the selling environment
Manage the metrics
Accounts management and effective forecasting
The management and creation of budgets
Evaluating salespeople
Sales compensation plans
Powerful sales meetings
All sales managers have four constituencies

Course content

1 section • 13 lectures • 42m total length

Introduction2:46
Learn to lead a sales team with communication, goal setting, coaching, and forecasting. Compare effective and ineffective management styles through the Hazel and David case at Minas Enterprises.
Leadership begins with communication4:29
Learn how to lead sales teams through deliberate communication, active listening, asking questions, speaking the audience's language, candor, and clear, engaging, personalized messaging.
Goals are paramount3:00
Set strategic and tactical sales goals aligned with enterprise objectives to drive revenue and customer outcomes. Communicate goals, measure performance, and implement staffing and training plans to achieve measurable results.
Motivating a team2:10
Learn how to motivate a sales team to boost activity, enthusiasm, and momentum. Act as the chief motivation officer, using direct appeals and rewards to sustain ongoing, positive results.
Coaching performance and achievement2:41
Coach performance and achievement by planning deliberate coaching that engages all team members, starting with fundamental skills and advancing to prospecting, qualifying, time management, and sales methodology.
Control the selling environment4:50
Control the selling environment by aligning internal support, policies about business conduct, adequate facilities, and information channels to let salespeople focus on prospects, with a unified methodology guiding progress.
Manage the metrics1:55
Learn to manage sales metrics by measuring activity related measurements, transformational measurements, and prospect feedback measurements, then correlate data with performance to improve selling outcomes.
Accounts management and effective forecasting7:01
Master accounts management and effective forecasting to lead account plans, gather information, allocate resources, monitor execution, and refine forecasts to win the business.
The management and creation of budgets2:19
Develop budgets by linking a sales plan and revenue forecast to expense budgets and capital. Involve the sales team, keep budgets open, monitor trends, and adjust.
Evaluating salespeople5:19
Evaluate salespeople through recruitment, interviews, and alignment of career plans with open roles. Train in market education, product expertise, and selling skills while managing resignations and employment rules.
Sales compensation plans2:12
Set up compensation plans aligned with quarterly revenue targets and quotas. Pay includes base salary, commissions, and bonuses tied to forecasting accuracy, new accounts, and territories.
Powerful sales meetings1:24
Drive powerful sales meetings that teach, motivate, and foster leadership and learning, while delivering sales skill training, product updates, competitive updates, and marketing strategy through a targeted agenda and follow-up.
All sales managers have four constituencies2:41
Develop a four-constituency approach by aligning targets for salespeople and territories, executing a coaching-driven compensation plan, and prioritizing customers and prospects through strategic account management.

Requirements

No prior knowledge is required

Description

Communicating with other people is really simple. We all have communicated countless thoughts, ideas, moments of happiness and occasional anger since childhood. We each have spoken with and listened to countless individuals. The difficult part of communicating is doing it well.

Effective sales managers learn that communicating with an audience is much important to be left to random pronouncements, poorly reasoned statements or meaningless conversations. The audience may be your sales team, your customers, business partners or a single individual. Leaders are held to a higher standard. They understand the importance of thinking before they speak.

One of the oddities of human nature is we all want to be heard. Unfortunately, many of us don’t want to be the person who gets to listen. In truth, learning to listen can be a difficult skill to master, but the dividends it pays are enormous and immediate. Listening starts when you focus on the other person, make and hold eye contact with them and approach each conversation with a sincere sense of openness.

When you learn to listen you will discover that asking questions comes easily. It’s an extension of listening. Asking questions is critical to effective sales management for a simple reason that you need to learn and understand the internal and external realities that impact your team’s performance. Communication is difficult enough without stumbling over different vocabularies and business terminologies. Learn all the current terms and definitions used within your business and the external marketplace as quickly as possible.

The value of consistency in your communications is important. Your team will observe if you live by what you communicate. Communicate enough empty or contradictory messages and your team begins to view your leadership as hypocrisy or worse. If you promise something, be prepared to deliver on the promise whether it be good, bad or indifferent.

Who this course is for:

Motivational speakers
Leaders
Sales and marketing head
Coach/Mentor
Trainers