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| *Ostroff, Fair and Company>>>Marketing & Sales |
How do i manage a mixed ability sales team? |
How do i manage a mixed ability sales team? typically management get advice from somewhere else and take all the credit for it Fire the lot and hire good ones from the competition. www.thecoolwebsite.co.uk have info i think You have to assess them and assign roles to them based on ability. Most teams are mixed ability. 20% of your staff will do 80% of your business. The others need support so they can move up the ladder when you promote or lose your stars. i did a big team day when i took over my existing team, took them to a nice hotel in a conference room, nice lunch and snacks, spent the day getting them to reflect on their own strengths and areas for development, then on each others, then on what we needed within the team to achieve our objectives then action planned how we could fill the gaps, whole thing was simple and successful, and their areas for development inform our team meetings i.e. time management, planning and diary management etc Hum, quite a broad question and the answer(s) depend on several factors, not least your own management style. Beryl's answer was a good one. If this is a telephone distribution based sales team, then I'm guessing that people are at various levels of seniority, have individual objectives and targets, and maybe are paid partly on commission. If the sales team is territorial, then you need to get out to see each member and find out what the holdbacks are, and where further development can take place. It could be that the particular demands of the areas or territories are not suited to each member. Overall you need to manage the team empirically, that is with measurement based on sales objectives. There could be all sorts of reasons why sales targets could be different. Your best salesperson could have the most difficult patch, in terms of customers or geography or other factors. Your team must like and trust you, and you must like and trust them. As Beryl suggested, the fact this is a team means that it's likely that the team has to work together too, although not necessarily. There are so many variables here that it's difficult to answer this in anything but very general terms. Hope it was of some help anyway. |
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