Sales management mistakes you should never make

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The truth iswhen it comes to sales management , no matter what situation you find yourself in – be it a new manager who is already in the business, or a future sales manager, or a CEO who is watching his team grow, no one is error-proof. With this in mind and the main mistakes made in sales management, here we have put together the 6 most common mistakes that attack unsuspecting professionals. Let's go? Sales management: 6 mistakes you should NEVER make 1 – Sales management without a structured sales process It's no secret that a structured sales process is essential for any team, right? Therefore, one of the most worrying scenarios is when we see teams that rely on feeling – and only feeling – to close sales. Do not misunderstand. There's nothing wrong with your feeling, but it can't do much if it's not protected by a well-established sales process . And defining the sales process is the manager’s responsibility. Setting up the sales process and teaching it to salespeople should be the manager's main priority – as well as reviewing it periodically.

Don't expect good results and a good conversion rate without Colombia Mobile Number List an efficient process. 2 – Not evaluating performance and metrics How do you know how much your working capital or employee productivity is? When talking about management, evaluating and measuring are two words that go hand in hand. And all of this goes far beyond structuring conversion metrics. After all, only by keeping an eye on the institution's main metrics will you know how things are going. Is it time to apply for a business loan? Or start training the team more effectively? Keep in mind that only with a consistent metrics evaluation is it possible, for example, to assess that salesperson X performs the process very well as an SDR, or that salesperson Y is generating 2 times more SQLs than salesperson Z, and so on. . Furthermore, the manager can define who is really doing well and try to replicate this knowledge for the team. Likewise, it is possible to identify errors and improve them by training your salespeople. 3 – Not establishing goals and commissions for the team Yes, you must have goals and commissions for your sales team. Otherwise, your salespeople will walk blind. And how to define who is producing more and better? Remember: for the goal to be defined and well organized to make sense, you need to have a structured process to have a reliable result. Making the mistake of not setting goals and commissions means killing or inhibiting a fundamental characteristic in sales teams: ambition. 4 – Not receiving feedback – whether positive or negative In management, care must be taken to ensure that information flows with as little friction as possible.



This is Scrum's role within the process, but the sales manager can also derive good insights from this level of methodology. After all, even with a structured sales process, your salespeople are likely to perform some activities differently. You can understand that a change generates a different speech from the sales script, a new prospecting email or even a specific farewell email. If a salesperson shows that this new approach is more effective, only you, responsible for sales management, can ensure that this information is formalized and implemented by everyone. Also, spare no effort in congratulating the seller and giving feedback. Oh! Important: feedback shouldn't just be positive, ok? Constructive comments are also welcome and help sellers to improve their activities. 5 – Not leading by example A good sales manager must create strategies and goals that can be executed and achieved, comply with established agreements and live out the principles in which he believes and demands from his successors. In other words: there is no point in recommending something and acting in a completely different way.