{"id":5953,"date":"2021-03-26T09:30:00","date_gmt":"2021-03-26T04:00:00","guid":{"rendered":"https:\/\/kylas.io\/?p=5953"},"modified":"2023-04-24T10:13:49","modified_gmt":"2023-04-24T04:43:49","slug":"5-sales-management-techniques-for-sales-managers","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/5-sales-management-techniques-for-sales-managers","title":{"rendered":"5 Powerful Sales Management Techniques for Sales Managers"},"content":{"rendered":"\n

“A good boss is better than a good company. A good boss will discipline you, train you, develop you.<\/em>” – Jack Ma<\/u><\/a><\/p>\n\n\n\n

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In any company, a sales manager is the captain of the crew, the leader of the ring, the conductor of the orchestra.  <\/p>\n\n\n\n

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If you\u2019re looking to take your skills as a sales manager up a notch, kudos to you for taking the effort! A sales team is only as good as the empowerment they receive. Before we get into the techniques of sales management, let\u2019s look at what\u2019s expected of you as a Sales Manager.<\/p>\n\n\n\n

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Common Sales Management Role Responsibilities<\/h2>\n\n\n\n
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A sales manager is the leader, guide and mentor for the organization\u2019s sales team. This includes a number of responsibilities and tasks such as-<\/p>\n\n\n\n

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1. Allocating Sales Quotas<\/h3>\n\n\n\n

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The sales manager, along with the organization leadership, decides on the sales quota and calculates the target quota for the next review period. It\u2019s the sales manager\u2019s duty to work with leaders and take into account business goals, market flexibility, seasonality and more when setting sales targets.<\/p>\n\n\n\n

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2. Building a Sales Plan to Achieve Targets<\/h3>\n\n\n\n
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The sales manager works on a periodical plan that outlines business objectives, sales objectives\/goals, the barriers and potential gaps in achieving them and an action plan to meet targets.<\/p>\n\n\n\n

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3. Assigning & Overlooking Sales Territories<\/h3>\n\n\n\n

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It\u2019s the role of the sales manager to assign different geographical territories among sales team members, based on their competency. A territory with a high potential for revenue is usually assigned to high-performing team members, and vice versa.<\/p>\n\n\n\n

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4. Determining Account or Prospect Allocation Rules<\/h3>\n\n\n\n
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In many cases today, the territory-based approach is skipped for the more seamless account-based approach, where accounts and prospects are allocated basis the team member\u2019s competency. The allocation rules for this, too, are determined by the Sales Manager.<\/p>\n\n\n\n

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Fun plug<\/em>– A sales CRM software like Kylas<\/u><\/a> can automate lead allocation rules so certain types of leads get automatically, directly assigned to certain salespersons. Or, you can set the rule to round-robin and allow leads to be allocated on a turn-by-turn basis.<\/p>\n\n\n\n

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5. Mentoring Team Members<\/h3>\n\n\n\n

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The sales landscape is one that is highly skill-based, which means that Sales Managers are often found mentoring their team members for certain skills, behaviors and scenarios.<\/p>\n\n\n\n

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6. Arranging Training for Team Members<\/h3>\n\n\n\n
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Sales enablement requires that you implement a robust training plan that equips your team with all the information and know-how they need to meet targets. These could be in-house training sessions, online MOOC courses, guest sessions, workshops, and more.<\/p>\n\n\n\n

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7. Resource Management & Sales Motivation<\/h3>\n\n\n\n

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It\u2019s up to you, as the Sales Manager, to ensure that resource utilization and efficiency is at an optimum level and that the team is functioning at its best \u2013 especially since it directly impacts revenue numbers. <\/p>\n\n\n\n

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This includes identifying underperforming team members, arranging for upskilling and upgrading competencies, rewarding high-performing members and generally keeping the team motivated and focused.<\/p>\n\n\n\n

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8. Talent Acquisition<\/h3>\n\n\n\n
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Identifying competency requirements, gaps in resources, holding interviews and making decisions about hiring are all part of the Sales Manager\u2019s responsibilities. Consider it a general responsibility to \u201cbuild the team\u201d, sometimes from the ground up.<\/p>\n\n\n\n

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To handle these responsibilities well, you need a few sales management techniques up your sleeve. And that\u2019s what we\u2019re here to discuss today! <\/p>\n\n\n\n

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So, without further ado, let\u2019s get down to the 5 sales management techniques you need to lead a productive, go-getting, target-smashing sales team.<\/p>\n\n\n\n

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5 Powerful Sales Management Techniques to Ace It as a Sales Manager<\/h2>\n\n\n\n
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1. Actively Work on Fostering a Positive Culture<\/h3>\n\n\n\n
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The sales team usually feels more pressure and stress than any other department in a company, since the team\u2019s performance is directly linked with revenue and growth. This isn\u2019t news to salespersons. More and more professionals, however, are focusing on mental health and healthier & positive workspaces.<\/p>\n\n\n\n

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Today\u2019s sales professional is looking at the bigger picture in life and wants his\/ her day to be more than just a 10-15 hour workday.<\/p>\n\n\n\n

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As a Sales Manager, you can start by identifying the personal viewpoints, goals and professional ambitions of your team. Identify what they expect from workplace culture, so you can build it for them and create the positive workspace they need to thrive.<\/p>\n\n\n\n

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A few ways to create a positive sales culture-<\/p>\n\n\n\n

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