Leading a sales team

Sales managers play a crucial role to the success of their team – they have the ability to influence and set the tone, culture and expectations of the work environment.

As a sales manager you can make improvements to your management style to foster a more productive work environment and team.

Be on the ground

As a sales manager, you should always be involved in the day to day operations your team goes through. You should be their to assist your consultants reach their objectives – this could involve conducting market research and creating lists for your representatives, attending a client call, and liaising with other stakeholders for tools that will enable your team to perform better.

Give your team freedom

Each member in the team will have their own style to how they approach the same customers. They want autonomy, whether this involves who they are pitching to or how they are pitching. It should be your job to encourage a healthy amount of risk taking, and evaluate an individuals efforts closely with your colleague.

Employee recognition and motivation is the key driver behind performance. Besides monetary incentives, you should take an interest in their personal career goals and objectives, and how you can help them in achieving their aspirations.

Stay positive

The performance of the team is determined by the emotional state of mind. Your role as the manager is to set the right tone, motivate and encourage your colleagues in your team. Be open with your team; encourage questions and engage in positive discussions with them on how they can reach their targets.

Reward accordingly

Employee recognition and motivation is the key driver behind performance. Besides monetary incentives, you should take an interest in their personal career goals and objectives, and how you can help them in achieving their aspirations. Provide regular feedback with your colleagues who you feel are underperforming, and reward those who excel.

For more information on the sales and marketing recruitment market, please contact:

Jonathan Green
jonathan.green@robertwalters.com
+971 (0) 4 818 0100