Many companies and even some in the government claim that their sales staff perform a very important role in the success of the company. They believe so much in the contributions that they make that they assign them a special category of employee. In fact, many companies have their own version of a “sales department” which is responsible for planning, manufacturing and delivering products. And like any other employee, this employee must be given the appropriate training so that he can perform his duties to the best of his ability.
There are two parts to every successful sales team. The first consists of the sales representatives themselves. Their goal is to increase the amount of sales that they make. The second component is the support they provide to the sales staff. This would include training, benefits packages and other perks the employees receive.
As a manager, you have to understand the goals of both the sales department and the support department. You have to see which group is more productive. You should also take into consideration the skills each of these departments bring to the table. This may help you see how to improve the functionality of either department.
Managers should use their job skills to coach both teams. This should be done both in-house and with the sales staff on the outside. Sales people need to know that their job isn’t to win awards but to close the deals. The sales manager needs to explain this to his team. By doing this, the sales team will learn to focus on the tasks at hand and give their full attention to the tasks at hand only.
Many sales managers think that they need to spend a lot of time with their sales representatives. Unfortunately, this doesn’t always work to the benefit of either the sales department or the sales managers. If the sales managers spend too much time with the sales staff, it can make them lose focus on the more important things. It can also make them more distant from the customer. When the customer is at a crossroads and needs a solution fast, they don’t want to deal with someone who doesn’t have time for them.
Many sales managers also think that they need to spend a lot of money hiring big names. While this can bring in some instant success, it can also make the salesperson feel isolated. The sales manager needs to stay connected to the team but at the same time allow the new guy to get comfortable. If it is possible, the sales manager should spend the time developing a working relationship with each new salesman. When he knows what is going on, it makes it easier for him to let go of the favorites and give the other members of the sales team more responsibility.
Many sales managers feel like they need to teach their sales staff the ways of the big guns. In some cases, this strategy can be very successful. However, it must be balanced. The idea is not to overwhelm the sales staff with too much information that they cannot keep in mind. They need to learn how to work with the big guns, but at the same time develop their own techniques for closing the deals that they will probably need to do anyway.
What is sales department behavior? For many companies, this is an area where the right manager can really make a difference in the way they do business. Learning what is going on in your company’s sales department can be an important part of being a good manager.