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Management

Managing a sales team can offer a wide range of opportunities that help to develop your team’s skills further in selling and prospecting all of which can improve processes and help land a sale. Not only are you able to help your team succeed, it will also enable them to be more productive, collaborative and motivated.

Managing a sales team is by no means an easy feat at the best of times, especially during a pandemic. However, there are a number of steps you can take as a sales team manager to help ensure your sales force is best prepared to achieve their targeted KPI’s.

When a sales team isn’t hitting KPI’s or achieving goals, sometimes the explanation could be as simple as productivity. In this article, we’ll share with you a few tips to help you and your team become more productive.

With the UK now seeing many businesses and organisations return to work, sales teams across the country are being left with the following dilemma: when is the right time to return to the workplace?

Here at Sandler, we believe that good Sales Managers generally have some things in common. Find out what they are here.

Motivating your sales team is undoubtedly one of the best measures you can take as a sales manager in order to maximize results. But what actions can you take in order to boost motivation and encourage your sales team to succeed? Here we’ll share 5 tips you can implement in your organisation.

Beware of the summer sales slump! It can kill small businesses.
The summer sales slump is when one assumes the summer means no one does business and puts everything off till September or beyond.
It's madness but we can stop the affliction with 3 simple steps.

Leaders no longer have the luxury of avoiding change. What was your most recent successful change in your organisation? Which recent change did not go so well?

You can motivate people in three ways:
Carrot, stick and goals. Carrot and stick are not long term options because either the carrot has to keep getting bigger and bigger to incentivize people to move towards it or the stick has to keep going which is tiring for all! Instead goal setting fires up our internal motivators and make us want to perform for our reasons not anyone else's.

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy.

(Your competitors are still calling on your client even though you are not).

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me.

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right?