To be a successful sales leader or business owner it is important to set clear goals/expectations and then inspect what you expect!  It is a fact…what gets measured gets done!

Here are some proven sales management training tips for setting clear goals/expectations:

  • Establish the appropriate key performance indicators (KPIs) for your sales team
  • Establish activity levels (meets minimum, target and overachievement)
  • Make sure all tasks are clear and understood
  • At the beginning of each year, establish individual performance appraisal criteria for your employees.  Facilitate pencil reviews mid-year
  • Establish a contract with difficult employees to ensure success
  • Create smaller and achievable incremental goals that are measured on a weekly, monthly and quarterly basis
  • Create individual development plans
  • Establish an annual review process for your employees

To provide quality developmental coaching for your sales team know the answers to the following eight questions for each team member:

  1. What are they good at?
  2. What do they enjoy doing?
  3. What would they like to do better?
  4. How can you help them get there?
  5. What do they want to accomplish this year?
  6. What are their performance goals?
  7. What would they like to learn this year?
  8. What’s the best way for them to learn?

Lastly, here are some best practices for managing remote salespeople:

  • Hire the right person…someone who will thrive working remotely
  • Onboarding/Training needs to be done at the office, not virtually
  • Set crystal clear goals/expectations
  • Leverage technology…webinars, conference calls, video conferences, Skype, etc.
  • Over communicate…practice “active listening”
  • Give and get feedback
  • Include the salesperson in sales meetings/training sessions
  • Be available…set days/times to talk/check-in
  • Foster a team environment…create a “buddy system”
  • Celebrate successes along the way

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