Sales Team Management: 12 Expert Tips For Success

If you want to learn how to manage a sales team, Ive got some expert advice from people who have been there before.

Leading a sales team to success is difficult, but until you have managed or been on a high-performing sales team that has increased revenue by 20% every month for the past year, you may be in for an unpleasant surprise.

This article is based on real knowledge gained from building companies that have grown to over $100 million. I am talking about world-renowned sales leaders who are able to achieve this level of success just by managing sales reps


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LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

12 Expert Tips For Managing a Successful Sales Team

  • Be results oriented.
  • Determine where you are in relation to what your company needs and then identify the steps necessary for improvement.
  • Manage expectations.
  • Hire coachable reps in your sales team.
  • Set high, but realistic goals.
  • Incentivize your slae team.
  • Make learning a priority.
  • Evaluate the volume of production versus its monetary value to determine whether or not it is worth hiring.
  • Don’t make the mistake of thinking that everyone is motivated by money.
  • Hire specialized reps early on to save time and money in the long run.
  • Be a transparent organization.
  • Plan out your account list carefully and distribute it so that each person is not overworked.

sales team

1. Be results driven- David Baga

You may always ask about how to manage sales agents. To make a successful sales team, hire driven and determined people. You should also create an environment that is transparent with key metrics to measure productivity. Competition between employees will push the entire company up and to the right as long as you emphasize outcomes instead of just activity.

David has been the SVP of Revenue & Operations for Rocket Lawyer since 2015. In just four years, he’s managed to grow revenues from $2 million to over $40 million. He spent seven years at Oracle and was a leader in sales that delivered record-setting results so he’s more than qualified to give us sales manager tips

2. Identify where you are and what you need- Aaron Ross

Before you learn how to manage your sales team, it is important that you identify which category your potential hires fall into.

Builders grow from scratch and start with nothing; growers are those who will only be able to succeed once everything else has been established. Click To Tweet

It’s usually best for an employer or manager of any type of company not to hire someone if they don’t know what stage the business is in (building vs growing) as well as knowing their own strengths.

Aaron is the best-selling author of Predictable Revenue, and founder of a consultancy that helps companies increase their revenue. He was previously employed at Salesforce where he helped to raise revenues by $100M.

3. Manage expectations accordingly- Navid Zolfaghari

One of the most important things you can do for your team is to set clear expectations. What does a good job look like? Everyone knows what over-performance looks like, but not everyone has defined under-performance. Are you comfortable with someone who consistently performs at 90% of quota or one that might be 150% in one month and way below their target goal the next time around?

Navid has worked with some of the largest companies in Silicon Valley, including Wildfire Interactive and Google.

4. Coachability is key- Mark Roberge

Give your new hires a chance to demonstrate their skills. Ask them how they think the demonstration went and then give feedback on what you liked or didn’t like about it.

The HubSpot Sales Division has seen a lot of success in the past few years. Mark is Chief Revenue Officer and was ranked 19th on Forbes list for Top 30 Social Sellers Worldwide.

5. Set the bar high- Andrew Riesenfeld

When sales goals are high and attainable, there is something worth pursuing. The group needs to believe that anythings possible if they want the motivation to be genuine. If you achieve only 70% of a stretch goal, then it’s better than achieving 100% of an average goal as long as people feel like their work has meaning.

sales team

Andrew has been the VP of Field Sales at GuideSpark for about a year. Before that, he was an executive in WW Sales Development and Pipeline where he helped Responsys get acquired by Oracle.

6. Incentivize your team- Arjun Dev Arora

Invest in a few dashboards around the office that show deals closed and monthly dollar value. This creates transparency across the organization, increases urgency to close more deals, and motivates people.

Arjun is the founder and chairman of ReTargeter, which he bootstrapped to be ranked in Inc. 500’s Fastest Growing Companies list for 2013.

7. Training matters- David Baga

One of the keys to success in sales is continuous learning. This means that training and professional development should be a constant focus for any company striving to succeed. Training sessions can help employees with product knowledge, competitive intelligence, prospecting, opportunity management and more.

8. Use the volume-versus-value ratio-Aaron Ross

Your most expensive people should be spending time on the least volume activities, like building relationships and securing referrals. Click To Tweet

They need to do less of the low-value work that is high in quantity, such as turning prospects into leads.

9. There is no one-size-fits-all solution- Navid Zolfaghari

You need to find out what motivates each of your employees and create a more effective sales force. Different people respond differently, so you want to make sure that they are happy with their compensation package.

One salesperson Ive met is so dedicated to her job that she even found a way around the company policy against personal calls by calling under an assumed name.

In my early days of hiring salespeople, I was convinced that a high base salary and lucrative commissions would be enough to motivate them. But it turns out pay is not the only motivating factor.

10. Specialize early to grow sales- Mark Roberge

It is important to take into account the preferences and strengths of your salespeople when creating a commission structure. Some people prefer chasing big deals, while others are better at developing relationships with smaller businesses.

11. Design a transparent organization- David Baga

Transparency is key to success. It allows you and your peers, managers, everyone in the company to know how well you are performing on a day-to-day basis.

In order to keep salespeople motivated, managers should have a system in place that tracks the number of calls made every day as well as the amount of time spent on phone. In addition, it is important for management to be able to see what each person’s pipeline looks like and their work ethic.

12. Think through how you distribute accounts- Navid Zolfaghari

When you want to give the best opportunities and chances for success, balance that with a system that is fair. You dont want anyone left out or feeling like they can’t succeed because of unfair practices.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.