It is always quite interesting to analyze the features of each team to better understand how each can become a top performer. The team that is performing quite well always has its eye on the end goal and works cooperatively to ensure its finish. Additionally, high performing teams understand that time is its most valued reserve. They hate to misuse time and make use of each opportunity. Sales Managers are the linkage to make sure that members have a duty and determination, gain valuable response and understand all processes to make sure organizational goals are met.
As the founder of Synygy and the CEO and President of Optymyze, Mark Stiffler has been offering special sales force management consultancy services to insurance companies, pharmacies and retail industries. He says that in order to manage a sales force effectively; one should follow the below mentioned steps:
- Employees must be able to understand that they as well as their work matters. It is the responsibility of the sales manager to provide rewards and recognitions to those who are performing great. However, the manager should ensure that the recognition is personalized as providing generic rewards will devastate relationship and credibility.
- Sales Managers must make every effort to provide honest feedback to sales professionals. Furthermore, employees should not be encouraged to interpret feedback as anything but positive. Further feedback must be well-timed and precise. Delayed feedback is not only discourteous but also does not aid correct witnessed performance.
- It is the responsibility of the sales managers to communicate the vision, mission and values of the organization. This offers the statement of purpose so that members understand whom they work for and for what reasons. Responses to these queries create more urge and teamwork.
- Without proper communication, no organization can survive. Sales Managers must continually travel around and be familiar with sales experts. The managers must understand problems in the field and even offer impartial and appropriate feedback. This is especially important when working with virtual teams. It is important to keep in mind that teams cannot perform when there is a lack of communication.
These are some of the simple ways by which you can deal with your sales team effectively.
So, competence and efficacy of a sales force are very powerful factors of competitiveness. Managing a sales force is a complicated task as most salespeople work away from the direct supervision of their managers.
Mark Stiffler believes that sales force forms the backbone of an organization and thus it becomes vital for the sales manager to focus on them rather than on products, services and customers. Managers who know how to deal with the sales force team perfectly can find their teams achieving the impossible things easily. Apart from having vast experience in sales management, Mr. Stiffler has outstanding skills in Sales Operations and Strategy. He has been awarded with several prestigious awards and recognitions for his contribution in this field. His company, Optymyze has also received awards for Sales Performance Management.