6 keys to managing a sales team (Video)

There are so many books on effective management techniques that at times it can be a little daunting or confusing.

The problem with most “middle managers” is that they do not read, get very little training and then do what they feel is best.

That is a great idea if what you do best is actually correct. Most managers do it poorly, make plenty of mistakes, and as they get older, wiser and more experienced, they change what they originally did, which probably did not work that well anyway.

I remember a number of years ago running into one of the first people I ever hired as a sales manger and going up to him and apologizing. He thought I was nuts. What I thought was proper “self-taught” sales management when I was in my late 20s is nothing close to what I have learned as I matured and became a student of the subject.

Regardless of the books, seminars or videos you might watch on the subject matter of sales management, the basic philosophies have pretty much remained the same.

Here are some of the key points to remember while managing an effective sales team:

1. Avoid creating superstars.

This might be great in the short term but will kill you as you get further down the line. People do not stay forever, especially the superstars. What usually makes them incredible salespeople is their desire and drive. That is not something you can teach.

Prepare for them to leave and continue on their path of success either at your company in another position or somewhere else. In Cleveland, very few people are thrilled with the way basketball superstar LeBron James left the Cleveland Cavaliers. After his departure, the team did not win nearly as many games.