Managing salespeople is quite different from managing other employees, and sales managers who transition from outside sales might find that their usual motivational techniques simply don’t work as well. For one thing, many of the tricks managers use are similar enough to sales techniques that salespeople will see through them. For another, salespeople tend to be very confident and independent-minded, and they don’t always take well to being managed.
If you haven’t had much luck with managing your sales team, try using some of these strategies.
Focus on Training
Sales is one field where there’s always something new to learn. Selling approaches that worked perfectly twenty or even ten years ago will flop today because buyers are constantly changing their preferences and knowledge levels. So it’s important for even the most experienced of salespeople to keep learning and developing their sales skills. Company-specific training is equally important: salespeople can’t succeed if they don’t understand their own products and how they work.
Read more at The Balance.