Accountability

How To Monitor Your Sales Team

monitoring_your_sales_teamSales Managers, "It's like a professional sports coach. What do they do? They design the best plays and then coach each athlete to use the best techniques and skill sets on every play. That's why they study and break down game film so much," explains Mike Brooks of Eye on Sales.

Let's look at the 'play' of monitoring your sales team and the most important aspects for success:

1. Make sure sales goals are clear

Depending on your sales model, sales team can be time or commissioned based. Although, whichever model you use, clear goals are the key to success.

2. Coach

We have been preaching this since the start (just like Mike Brooks). Sales managers don't need to micromanage, they need to coach. Employees need to be motivated, understood, and given the tools for success. Whether it be more information, more clear communication, or sheer help in motivating, managers are there to help and guide sales teams, not create more work.

3. Execute

To really monitor sales teams you must execute. This means, giving them the information you have promised and keeping up your end of the deal. As soon as sales teams feel that their manager is not with them, they start to wither.

4. Tracking

When it comes to tracking, efficiency is key. You don't want to spend your time as a manager tracking instead of coaching.

 

New Call-to-action

Subscribe today for more helpful blog posts!


Matthew Brogie

Mat Brogie is part of the founding team, and CEO of Repsly, the world's leading solution for high performance retail execution teams. Mat has spent the past 15 years of his career focused on bringing technology enabled business solutions to the consumer goods industry, having implemented solutions for tens of thousands of field reps at companies such as Coca-Cola, Procter & Gamble, Pepperidge Farm and hundreds of others.

Add to the conversation below

Comments

Latest Posts

10 Min Read

Insights and Studies

3 Types of Data You Need to Explode Sales in Your Highest Priority Accounts

Melissa Sonntag

For CPG brands mastering the retail channel is a massive opportunity, but those who have played in the space before know it takes a committed investment to reap the benefits. To make the most of..

4 Min Read

Merchandising

How Walmart Vendors Can Find Sales Opportunities Faster in Repsly

Frank Brogie

With nearly 5,000 Walmart stores in the U.S, offering in-store support for your brand can be expensive. But sending sales reps to do routine audits and merchandising can give your brand an..

4 Min Read

Merchandising

How Kroger Vendors Can Find Sales Opportunities Faster in Repsly

Frank Brogie

One of the biggest challenges of selling to Kroger is also the biggest opportunity: there are nearly 3,000 Kroger store locations in the U.S, and many of them are among the busiest stores in the..