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If you have the job of managing a sales team then you really need to know what's involved from the down up.  You can take 2 sales managers, put them in the same location with the same products and get 2 different outcomes.  Sales people need a manager who can help, understand and train correctly.  Managing people and your time will be critical, especially if you have field based direct sale teams, normally you only have a limited time each day to work with them.  Sales is an industry that typically uses the skills and experience of sales people to help one and another, using this and developing good sales people  will make a massive difference to the success of your business and sales.

Setting goals, managing and developing peoples skills are crucial to developing a strong sales team, in this section of our site we will give you training material, advice and help on developing a good team.

Be very clear on your sales goals to the sales management team and when they are to be achieved. Having a clear set of targets at the top helps everyone focus and sets standards and expectations.  These goals should also reflect the sales teams own goals, by doing this you will get a much better result if people see what's in it for them.

If there is a problem or issue, such as with a product, service or even anything administrative that effects sales.  These kind of negatives can be very destructive and disheartening for a sales team.  There is nothing worse that believing you have made X and discovered that because of issues outside of your control you have only made Y.

Often a top sales person does not make a top manager, why?  Well a lot of it comes down to a few main reasons, self centred, used to working on their own, find it difficult to delegate, train and replace themselves.  Normally you best managers or good reliable people who are consistent at sales, often they can relate well to people.

Spending time developing your team and showing an invested interest will build a camaraderie and also increase sales.  Setting group goals and having the attitude that you are happy to get your own hands dirty can make a massive difference.

Sitting in behind your desk and not making yourself approachable is often a sure way not to get the best out of your sales team.  By getting involved and taking a positive active roll can have an amazing effect on your team.  Your team will reflect you, so if you like what you see then well done, however if you don't see what you are doing each day and you'll soon see the solutions.

Having a good reputation is also very important, Topsider Homes is a great example of a company who understand the importance of online PR.

Here are some ideas for sales training and motivating