How To Manage A Sales Team: 20 Best Practices You Should Definitely Know

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    Your sales team is part of what can make or break your business, so how do you help them achieve their full potential?

    Even if you have a team of knowledgeable sales representatives with strong interpersonal skills, you should have some tricks upon your sleeve to manage your team and help them grow. In this blog post, we will discuss 20 best practices that will help you be on your way to building a winning sales team.

    9 Best Practices in Sales for Performance Enhancement

    Set Sales Goals

    First things first, your team needs to know what they’re striving to achieve. Do you want them to increase channel sales by a certain percentage? Or close a certain number of deals? The answers to these questions should result in a list of realistic and attainable goals.

    Setting clear sales objectives will help you and your team stay focused and motivated to reach them. You may want to create a sales goal sheet that sets out each salesperson’s individual goals, as well as the team’s goal. It will also help you track your team’s progress and ensure that they are meeting their targets.

    Clarify Your Sales Model

    Your sales model is the foundation of how you sell your product or service and how you interact with clients. If it is not clear, it can lead to confusion and tension within the team. This can hamper their performance and cause them to miss out on potential sales opportunities.

    A clear strategy will ensure that all of your sales reps understand what they are supposed to do when selling the products. Take the time to clearly explain the sales process so that everyone is on the same page.

    Assign Clear Roles and Responsibilities

    When you clearly outline their roles and responsibilities, the team will stay organized, make sure tasks are completed on time, and have a sense of ownership over their jobs.

    Each salesperson should have their area of expertise or focus which they can use to drive sales. For example, you may want one sales rep to be responsible for customer service while another takes care of closing sales deals. Assigning specific roles and responsibilities will help ensure that all sales reps are working together as a cohesive unit towards the same goal.

    Create a Scalable Sales Process

    Your sales process should be scalable so that it can grow and evolve with the needs of your business. Additionally, a good sales process should be flexible enough to accommodate the needs of different types of customers.

    Start by outlining the steps involved in your typical sale. Then, determine which of these steps can be automated or streamlined. For example, if you find that you’re spending a lot of time on research, consider investing in a customer relationship management (CRM) system. This allows you to quickly gather relevant information about potential customers. 

    Once you’ve identified areas where you can improve efficiency, implement specific processes and procedures for each step in the sales cycle. Finally, be sure to regularly review and update your process as needed to keep it effective.

    Analyze Your Sales Data

    Data analysis is an essential part of managing any sales team. It allows you to track what works and what doesn’t, giving you valuable insights into how your sales team is performing.

    One of the most important things to do is to break down your data by time. This will help you to identify patterns and trends over time. For example, you might notice that sales tend to spike in the summer and fall, but taper off in the winter. This information can be extremely valuable when it comes to forecasting future sales and making marketing and staffing decisions.

    Another helpful tip is to segment your data by customer type. This could include breaking down your data by new vs. returning customers, or by different demographics like age, gender, or location. This can help you to better understand who your best customers are and tailor your marketing efforts accordingly.

    Sales data can be notoriously dry, but there are many ways to make it more engaging and informative. Try creating graphs or charts that highlight key points, or using color-coding to make different elements stand out. With a little creativity, you can turn your sales data into a powerful tool for driving your business forward.

    Provide Sales Training

    Good sales training can provide your employees with the skills they need to succeed in today’s competitive marketplace. By teaching them how to identify and assess customer needs, how to develop and deliver effective presentations, and how to close deals, you can give them the confidence and ability to boost your company’s bottom line. In addition, sales training can help to instill a sense of customer service and commitment that will keep your customers coming back. By investing in professional education, you can ensure that your employees have the tools they need to succeed.

    Monitor Sales Performance

    One of the most important aspects of any business is sales performance. By closely monitoring sales figures, businesses can make informed decisions about where to allocate resources and how to adjust their strategies. 

    Key performance indicators (KPIs) provide a way to measure progress against specific goals, and they can be customized to fit the needs of any business. By setting and tracking KPIs, businesses can get a clear picture of their sales performance and make adjustments as needed to ensure that they are meeting their targets.

    Stay Up-To-Date on Industry Trends

    The sales industry is constantly changing and evolving. Staying up-to-date on the latest sales trends will help your team stay ahead of the curve and keep sales strategies current.

    Encourage your team members to subscribe to sales industry publications or blogs, attend sales conferences or seminars, and follow relevant sales influencers on social media to be informed about what’s happening in the world of sales.

    Foster Autonomy in Your Sales Reps

    Providing sales reps with autonomy can also result in more creative sales approaches, resulting in higher sales conversions. Encourage sales managers to develop their own strategies and tactics that align with your company’s goals and objectives. This will help them feel empowered in their roles and allow them to take ownership of their sales performance.

    Make sure, though, to provide the team with the necessary guidance and support at the early stages, so they can make informed decisions about how best to approach each client or sale.

    2 Best Practices in Sales for Simplifying Routine Processes

    Use Technology to Your Advantage

    Technology can be a powerful tool when it comes to managing a sales team. Utilize software like CRM systems, customer relationship management tools, and email marketing platforms to streamline processes and manage customer relationships more effectively.

    In addition, using data analysis tools can help sales managers gain valuable insight into how their sales team is performing. This data can then be used to determine areas for improvement or changes that need to be made to boost sales performance.

    Streamline the Processes

    Having streamlined processes and sales procedures in place will help keep sales teams organized and efficient. Create a sales playbook that outlines the process, techniques, best practices and strategies to ensure everyone is on the same page. 

    However, over time, these processes can become bogged down by outdated steps or inefficient methods. As a result, you need to review your workflows regularly to ensure that they are still serving their purpose. In addition, streamlining processes can involve simplifying steps or eliminating unnecessary steps altogether.

    5 Best Practices in Sales for Building Team Spirit

    Get to Know Your Team

    Knowing your sales reps on a personal level will help you understand their strengths and weaknesses and can help you build better relationships with them. This in turn will lead to improved results, as salespeople tend to work harder for managers who take the time to get to know them and appreciate their efforts.

    A good understanding of your team’s strengths and weaknesses will enable you to effectively motivate them or help them overcome challenges. Find out what motivates them and what drives their behavior. What makes them tick? What do they value most? Do they like a hands-off approach, or do they prefer more frequent check-ins? Knowing this will help you give them guidance on how to improve their sales performance and address issues before they become major problems.

    Build Relationships Within the Team

    Building rapport is also important for developing trust among sales team members. When sales reps trust one another, they are more likely to share information freely, provide constructive criticism and feedback, and be supportive of each other’s goals and objectives. Establishing strong relationships within the team will help sales teams work together more effectively towards achieving common goals.

    When you have a small team, people build relationships more easily, as they have more direct contact with each other and can communicate more easily. With bigger teams, a newcomer may be intimidated by the challenge of getting to know everyone. You can ease them in by creating a video introducing the whole team. Film everyone talk about themselves and then join clips into one video. Or you can go the other way and use a video trimmer to cut a large video into short pieces to make a series of videos on your internal pages.

    Inspire Your Team

    As a sales manager, it’s important to keep your team motivated and inspired. After all, they are the ones responsible for bringing in new business and driving revenue. The best way to do this is to lead by example. Show your team that you’re passionate about your work and enthusiastic about making sales. Set the tone for the rest of the team and create an environment where success is celebrated. 

    A daily motivational quote can also work wonders for sales teams. Share a quote or an inspirational story that resonates with your team, and encourage them to follow suit.

    Provide Feedback Regularly

    Feedback is essential for helping employees grow and improve in their jobs. However, this can be difficult, and many managers avoid it altogether. This is a mistake. Feedback should be given regularly, and it should be specific, objective, and actionable. When delivered effectively, it can help employees learn from their mistakes and become more successful in their roles. Moreover, regular feedback shows employees that their performance is monitored and that their development is important to the company. 

    Keep Lines of Communication Open

    As any good manager knows, open communication is essential to maintaining a productive and cohesive team. When team members feel like they can freely share their ideas and concerns, they are more likely to be engaged and invested in their work. Furthermore, this can prevent misunderstandings and conflict. 

    However, there are times when even the most well-intentioned manager may inadvertently shut down lines of communication. Maybe you react without thinking when someone challenges your ideas, or you dismiss a team member’s concern because you’re too busy to address it. Whatever the reason, there are consequences of closed communication. Without an open exchange of ideas, your team will lose creativity and motivation, and you may find yourself dealing with more problems than you ever anticipated. 

    4 Best Practices in Sales for Boosting Morale

    Utilize Rewards and Incentives

    People are naturally motivated by the prospect of rewards and incentives. This is why companies often offer employees bonuses for meeting sales targets or performance goals. 

    However, it is important to ensure that the reward is meaningful and relevant to the person in question. Otherwise, it may lose its power to motivate. Consider providing incentives such as bonuses or rewards programs, hosting regular team building activities or events, or recognizing top sales reps publicly. Making sales reps feel appreciated for their hard work will help them stay motivated and committed to sales success.

    Celebrate Successes Together

    Success is always sweeter when it’s shared with others. By sharing in the accomplishments of others, team members feel more connected and motivated to continue working hard. Moreover, celebrating wins is a great way to build team morale and unity. When everyone feels like they are part of something special, they are more likely to be engaged and committed to the team’s goals. 

    By taking the time to celebrate successes together, teams can create a strong sense of camaraderie and purpose that will help them achieve even greater things in the future.

    Support Healthy Competition

    Competition is a great way to motivate sales reps and encourage them to reach their sales goals. However, it’s important that sales managers ensure a healthy competitive culture. Establishing clear sales guidelines and rules can help the team stay focused on the bigger picture and remain professional when competing against one another.

    Your sales team can also use leaderboards to track individual sales performance and recognize successful reps. This will give them an opportunity to learn from each other, share insights in sales, and celebrate success stories together.

    Take a Personal Approach

    Personalizing sales strategies and techniques can also help sales teams stay competitive. Try to tailor sales processes and procedures according to individual reps’ strengths, weaknesses, interests, and experiences. This will help them become more confident in their sales skills and better equipped to handle customer queries or objections.


    Sales team management is an ongoing process, and it doesn’t have to be a daunting task. Utilizing these 20 best practices will help you create an effective sales team that drives results and achieves success. With the right strategies and guidance, you’ll be able to bring out the best in your sales team and reach new heights of sales performance.

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