Wholesale Business – Best Tips For Managing High Performing Sales Team
It doesn’t matter whether you have the best sales reps in your team, you have to come with effective management strategies in order control and manage your sales team. Most sales managers believe all they have to do in order to manage their sales team is by providing inventory management software, CRM platform and other tools or gadgets.
Without strategic planning you won’t be able to manage your sales team effectively even if they’re the best candidates you’ve chosen. If you’re a sales manager and you’re looking for ways to manage your sales team, then this article will help you with some tips and ideas that will increase the productivity of your sales team.
Tips For Managing High Performing Sales Team For Wholesalers
Setting up the right environment
It all starts with the environment, if you want your sales team to be more productive you have to place them in the right environment. You need to define territories for all your sales team; you need to give them an effective order management app and you also have to allocate realistic targets for them if you really want them to succeed. Most sales managers make the mistake of putting sales reps under pressure by assigning targets that are difficult to achieve within the said time frame, this will cause your sales reps to be ineffective and won’t have enough time to engage with the prospect.
You need to shorten the sales process as much as possible, I know it’s not easy to come up with a short sales process that’s effective from the beginning, it’s a matter of testing your ideas to see which one works the best and you need to track all your sales reps to ensure you’re receiving real time data that will help you design a better sales process.
Training your sales team
Even if they’re the best, you have to train them on everything about your business. After hiring new sales reps don’t be on the rush to send them in the field, allocate a few days for training your new candidates, this ensures they’re well equipped and can deal with prospects effectively.
You need to provide interactive training sessions that will help sales reps become more efficient. Training your sales reps can come in different forms, it could be through digital materials, such videos, audios, or compiled training in PDF format. Another good way of training new candidates is by collaborating them with the best team you have in place, instead of setting up a sales team that has all new candidates, you should mixed them with some of your best team that have achieved great results for the company.
Motivate your sales team
The life of sales reps is discouraging because selling is becoming more difficult every day. Sales reps continuously find it difficult to get the attention of prospects, when prospects realize you want to sell something they don’t want to give you their attention. This can be discouraging to most sales reps when they’re finding it difficult to spend time communicating with prospects and that’s why as a sales manager you need to come up with motivational strategies that will always warm them up when they feel they’re down.
The first way to encourage your sales team is by supplying all the necessary tools that are needed to make life easier on the field. We’re talking about setting up digital catalog for all your products, using effective order management software and any other tool that will shorten the sales process.
Another great way to motivate your sales team is by designing career advances; they need to perceive great value from your company that will give them strength to work harder on their targets. Whenever a target is assigned to a sales rep you should clearly state the benefits they’ll get, it can be bonuses or career advances, (That’s promoting them to next level with better and bigger benefits). If possible you should have a sales app where they can always view their position; whenever they open the app they can view their target status and the reward they’ll receive when they achieve such target.
Following these simple tips will help you as sales manager, you should always search for tools and strategies that will make life easier to prospects and your team will definitely achieve exceptional results.