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4 min read

Step Up Your Game: The Complete Guide to Effective Sales Management

Mar 19, 2020 5:02:51 PM

We’re all human… which means we’re all uniquely different! So why manage your sales team members the same way? Some are naturals in some areas of the job and some not. They aren’t motivated by the same things – motivate them in ways specific to them! Manage them uniquely to the same outcomes.

To be a highly effective sales manager, you need to understand what motivates each of your team members and how to tap into that motivation. This guide will provide you with the resources you need to understand your team and to build a high performing sales culture.

Effective sales management



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Dive Into These Practical Resources:


The Top 3 Skills sales managers must have

If you want to see great numbers coming from your sales team, you need to hone your management skills to support their efforts.

The skills you need to develop are:

  1. Behavioral Intelligence
  2. Being Strengths-Focused
  3. Empowerment

This article takes a deep dive into each of these skills, how to develop them, and highlights some potential pitfalls to avoid.

Convert Sales Reps Into Elite Performers

You might wonder why some reps on your team have the experience, knowledge, and skills to be top performers, but they still aren’t hitting quota...

That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. One aspect to BQ is how someone is motivated. It’s important to determine if your reps are intrinsically motivated, extrinsically motivated, or altruistic. It’s critical the environment they show up to everyday feeds their motivation. If you get to know your reps and how they’re motivated, your whole team can become elite performers.

In this article, we get into each of these motivators and how you can adjust your environment for them.

The Need for Onboarding

Onboarding is the transitional process between hiring the new employee and getting a return on investment. It takes roughly 6.2 months to break even after you hire a new employee. This is the point they no longer consume from the business, but start to add value. However, 20% of turnover happens within the first 45 days of employment (octanner.com) and nearly 33% of new hires look for a new job within their first six months (hbr.og). To prevent falling into a money pit, you need a solid onboarding plan for your new hires. Not only does onboarding retain employees, it makes them more efficient in their roles sooner. Learn the Sales BQ® New Hire Onboarding Process and how you can apply it in this helpful post.

Coaching Through Conversation

A sales manager should manage both the “day to day” and coach up the best performances from their team. Finding the right opportunity for coaching can be difficult, however, sales meeting debriefs can be an effective place to start. A sales meeting debrief is when the manager and sales rep discuss what went well, what did not, and what could be improved. To discover more about coaching versus managing, listen to Mary Grothe on Coach the Sale podcast.

Leveraging Behavioral Intelligence to Grow and Scale Teams

Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success.

You'll learn:

  • The top 10 knowledge and human-based skills that reps must have to become top performers.
  • The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
  • A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success

View the webinar now.

Building a High Performing Sales Culture

Culture impacts BQ, which then impacts performance. In this video, Jessica Blais and Mary Grothe discuss how to build a high performing sales culture to increase ROI.

Individual and Team Training

Invite your sales staff to access the free Sales BQ® Training Room. We offer a wealth of practical and actionable resources for sales teams and managers, from prospecting through close.



Summing It AlL Up

Effective sales management centers on the premise of understanding your team. When you know what motivates your sales reps, you can help drive them to be better performers. If you fuel them with what they need, they will return the favor with stellar performance. We hope this guide has given you a few things to think about and, most importantly, some practical advice to put into play immediately!

Mary Grothe

Written by Mary Grothe