Manage a Sales Team

We have five Managing a Sales Team courses available in this series that focus on:

1. Best Practices For Sales Managers

This course teaches you how to set realistic sales goals while providing the necessary support to avoid overwhelming your team. Learn strategies for recruiting the right talent and implementing tailored onboarding and continuous training programs and discover best practices for coaching and developing your sales team to ensure consistent performance and professional growth.

2. Overcoming Challenges

Implementing a structured management process ensures consistent and strategic leadership, providing a framework for goal-setting, regular check-ins, and performance evaluations. By empowering their team through mentorship, providing resources, and fostering a supportive environment, sales managers can cultivate a high-performing team.

3. Developing A Sales Process

Sales managers should understand and implement common stages such as prospecting, qualifying, presenting, handling objections, and closing. Leveraging sales automation can streamline repetitive tasks, boost productivity, and ensure consistency throughout the process. It's important to distinguish between a sales process and a sales methodology.

4. Setting And Tracking Goals

Mastering sales forecasting techniques is crucial for predicting future revenue and making informed decisions. By implementing a robust process to track key performance indicators (KPIs), managers can accurately measure and improve team performance. These KPIs may include conversion rates, average deal size, and sales cycle length. Regularly analyzing these metrics allows managers to identify areas for improvement.

5. Building And Structuring Your Sales Team

Managers must first identify and understand common sales roles, such as prospectors, closers, and account managers, and how they fit into different team structures. Recognizing the distinct personality traits and selling approaches of "hunters" and "farmers" allows managers to leverage individual strengths and create a balanced, high-performing team.