Managing sales is challenging in any business, and the process can become even more complex when you have multiple people sharing the efforts. The sales manager plays a crucial role in the success of any sales team. It is their responsibility to lead the sales team, train them to reflect a united representation of your business, and communicate effectively with the prospective clients they are selling to.
Below are three tips to help you manage your sales team effectively:
Clear Definitions of Stages in Pipeline
Whichever platform or process you use for your sales funnel, the idea is the same for each company. Leads move through the stages into the funnel toward the final stage – closing the sale. Each business model may require a variation on the general sales funnel, and it’s important that those stages are well defined for your sales team. In order for your sales team to most effectively manage those leads and move them through the funnel, they need to know exactly which stage their lead is in to distinguish the next steps that are required.
At Organik SEO, we use Pipedrive to manage our sales. Each stage in the process is named accordingly, and has a solid definition for what it means when a lead is in that particular stage. Once a lead has moved to the next stage in the pipeline, the sales associate knows what is required of them to move the sale forward. It’s especially important to keep your pipelines updated, especially when you have multiple people on your sales team. That way if a lead is handed off or you ask your colleague for help, they know exactly what stage the lead is in, and what they need to (efficiently) move forward.
Accountability and Clear Division of Labor
It’s important to define each person’s role in the sales department. With multiple people in your sales department, you need to define a process for who the new leads are assigned to. “Too many cooks in the kitchen” is a good way to get wires crossed and create confusion or mistakes in the process, so it’s best to avoid this from the beginning.
If you are incorporating another team member into the sales process, we suggest sitting down with everyone involved and clearly defining each team member’s specific duties that they will be held accountable for. This way, each person has a clear idea of what is expected from them, as well as what their fellow team members are responsible for. This reduces the possibility of misunderstandings, like new leads getting lost in the busy shuffle that naturally accompanies sales.
Manage Client Expectations Accordingly
Training your sales team to manage client expectations is a big one, and probably the most important factor for client-facing sales associates. It is imperative that each member of your sales team has a comprehensive, working knowledge of all services offered, and what the client can expect when signing on for these services. We cannot stress how important it is to ensure the client and the staff are on the same page from the beginning of the sales stage, this helps to avoid issues of misunderstanding later down the road.
From the prospective client’s side, they want to know what they are signing up for, and what they can expect in return on their investment with your company. While you want to make your value apparent, it is important not to over-promise on what you can deliver. As companies evolve, their Unique Selling Proposition may change, as well as the services they offer. It is important to constantly update your sales team about these changes, to ensure everyone is operating with the same understanding.
The most important thing to remember when managing a sales team is to keep everyone on the same page. Keep in mind that everyone has their own creative process, so they may take what you teach them and put their own personal spin on it. As long as it is successful and aligns with your business model, allow your staff to do things in the way that works best for them, while keeping the overarching expectations clear.
If you found this information helpful, be sure to check out our post “How to Drive Sales and Awareness During the Holiday Season“. Organik SEO is passionate about helping businesses grow by tapping into the power of social media and SEO. To discuss how we can help you grow your business, contact us today!