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According to HubSpot’s 2023 sales strategy & trends report, 41% of sales reps surpassed their goals, while another 41% met them. However, 18% underperformed, highlighting the importance of sales team management led by data-driven leadership.
Managing a sales team involves tracking metrics, meeting quotas, coaching reps, and maintaining morale. A Gartner report found that 72% of top-performing sales leaders prioritize improving processes and team collaboration. Additionally, 65% of sales leaders who invested in sales enablement reported exceeding their targets.
Managing a sales team effectively while meeting company expectations takes strategic effort. Gartner’s study also revealed that 61% of chief sales officers view improving sales managers’ effectiveness as a top priority. Whether you're a new leader or an experienced manager, understanding how to manage a sales team is key to driving success.
Let’s explore best practices for building and managing a high-performing sales team.
Why is good sales team management important?
Effective sales team management drives revenue, maintains motivation, and ensures long-term business growth. A well-managed sales team not only meets targets but also fosters a culture of accountability, collaboration, and continuous improvement. Here’s why strong sales team management matters:
1. Boosts productivity and efficiency
A structured approach to sales management helps reps stay focused on high-priority tasks, reduces wasted time, and improves overall efficiency. Clear goals, well-defined processes, and streamlined workflows ensure that every effort contributes to closing deals.
2. Improves sales performance
Good management ensures that each salesperson receives the right training, tools, and support to perform at their best. Regular coaching, feedback, and performance reviews help reps refine their strategies, handle objections effectively, and close more deals.
3. Strengthens team collaboration
A well-managed sales team works together, shares insights, and supports one another. Collaboration between sales reps and other departments like marketing and customer support leads to better customer experiences and business outcomes.
4. Increases employee retention
A positive work environment with clear expectations, fair incentives, and growth opportunities engages sales professionals. High turnover can disrupt sales momentum, but strong leadership fosters loyalty and reduces attrition.
5. Enhances customer relationships
Good management ensures that sales reps build customer trust, focus on long-term relationships, and provide solutions rather than just making sales. A customer-centric approach leads to repeat business and higher lifetime value.
Good sales management isn’t just about hitting targets—it’s about building a high-performing, motivated, and resilient team that drives sustainable business success.
Manfaat memiliki tim penjualan yang berdedikasi
Tim penjualan sangat penting bagi bisnis yang ingin berkembang.
- Tim penjualan yang berdedikasi dapat memengaruhi bisnis Anda secara besar-besaran, mulai dari mengenali prospek hingga mengembangkan hubungan dengan pelanggan hingga meningkatkan kepercayaan dan retensi.
- A good sales team forms an organization's backbone to remain competitive. They offer invaluable information about client trends and inclinations to program marketing campaigns to prompt results.
- Spending in a strong sales force ensures the business remains competitive by acquiring valued customer data, developing contact with prospects, enhancing lead conversion rates, etc.
Dengan melihat manfaat tim penjualan yang berdedikasi ini, jelaslah mengapa menunjuk tim penjualan yang berdedikasi untuk perusahaan dengan berbagai ukuran sangatlah penting.
How to manage a sales team effectively: 10 Effective strategies
90% of sales reps state that strong sales team management encourages them to focus on long-term customer relationships rather than short-term wins. This approach helps businesses build lasting trust, maintain loyal clients, and create a solid foundation for overcoming sales challenges.
As a sales leader, knowing how to manage a sales team effectively is key to achieving business objectives. This involves motivating your team, ensuring they stay aligned with company goals, and continuously driving performance. When sales teams operate efficiently, it directly impacts organizational success.
With this in mind, here are 10 best practices for effective sales team management to help you lead your team to success.
1. Menetapkan tujuan dan sasaran yang jelas
Menetapkan tujuan yang efektif adalah sebuah seni. Anda bekerja untuk membuat mereka cukup ambisius untuk meregangkan tim penjualan Anda untuk memastikan bahwa mereka memberikan upaya terbaik mereka. Namun, penting untuk membuat target yang realistis agar perwakilan Anda tidak selalu meleset dari target dan mengalami demotivasi.
Untuk menyusun keseimbangan yang tepat, pilihlah tujuan yang SMART - Spesifik, Terukur, Dapat Dicapai, Relevan, dan Tepat Waktu.
- Specific: The more precise your goals are the better it is. It provides the team with a tangible target to aim for.
- Measurable: Ensure the goals chosen are simple to track to help you gauge progress.
- Achievable: Too ambitious goals may demotivate your employees, so ensure they are attainable.
- Relevant: Don’t just pick any random goal. Aim for goals according to your company’s objectives.
- Timely: Ensure every goal you set has a desired due date.
Setting SMART goals for your sales team will help you manage your sales staff successfully.
2. Menyediakan pelatihan dan sumber daya yang tepat
Primary training, onboarding, and continual learning are significant for efficient sales teams. Sales reps have a basic knowledge of how the sales procedure works, but they don’t have much experience. To make their talent work for your organization, it is vital to upskill them with the right tools and training. The training involves best practices and company-specific knowledge.
With basic knowledge, even amateurs on your team will perform extraordinarily well. Consistently reinforcing your team’s knowledge through ongoing professional learning, you can enhance your return on investment.
According to a report, 59% of millennials state that development measures are essential when choosing to apply for a job.
3. Menetapkan ekspektasi untuk kinerja
Knowing your employees' expectations is a significant motivator in employee engagement. So, ensure your rep realizes their priorities to develop an effective sales team. Set proper expectations for your team depending on your sales goals so they know what they are working towards.
According to Alex Olley, CRO of Reachdesk, it is achievable by helping your team understand what quality work appears like. Provide examples as a frame of reference. Share with them what successful sales calls are so they can model their behavior.
4. Mengembangkan sistem penghargaan dan pengakuan
Most sales managers set quotas and metrics for accomplishment, but it should also be a point of celebration. Take time to recognize your team members for their achievements, whether big or small, and to make them feel appreciated and satisfied.
Recognition significantly affects employee motivation, majorly in a stressed sales environment. It helps motivate employees to come to work daily and fulfill their duties while working towards the best. You can also celebrate achievements by sending out emails sharing the top-performing employees of the week or month and rewarding them for surpassing their quotas with a gift or commission.
Here, you can use Compass. It is your one-stop solution for companies to motivate sales reps by giving them tasks to fulfill and rewarding them every time they complete a milestone. It is a good way to incentivize your sales team and motivate them to close more deals.
5. Membuat rencana komunikasi yang efektif
Communication is essential for sales team management success. If your reps fail to reach you, your organization will never close as many deals as it could have. So, ensure you have several channels to contact your team.
Always ensure that the communication between you and your team is transparent. Transparency boosts healthy relationships and wipes out any chance of confusion. As per an Accountemps survey, 33% of employees stated that poor communication negatively impacted employee morale.
6. Memantau dan mengukur kinerja
Nilai tim Anda, catat pencapaian dan peluang mereka untuk ditingkatkan. Evaluasi pekerjaan harian mereka dan lakukan penelitian untuk melihat bagaimana kinerja mereka di masa lalu. Ini lebih mirip seperti audit di mana Anda menilai kesenjangan dan mencari ruang untuk perbaikan.
Setelah Anda selesai melakukan audit, Anda dapat mengembangkan strategi yang lebih baik untuk lintasan kinerja tim Anda dan membuat keputusan yang lebih baik dalam manajemen Anda.
7. Mendorong kolaborasi dan kerja sama tim
Learn about your team to promote camaraderie and help them become more productive. Try and encourage more collaboration and keep the team motivated. Apart from giving individual recognition, managers should also encourage teamwork to boost companionship and inclusiveness.
8. Mengatasi masalah dengan cepat dan konsisten
Mengatasi masalah dan memberikan dukungan membantu mengembangkan budaya berkinerja tinggi dan menciptakan lingkungan di mana perwakilan merasa terlibat, dihargai, dan termotivasi.
9. Make sure everyone is on the same page
Membantu tim Anda sangat penting untuk menumbuhkan lingkungan kerja yang berkelanjutan. Sebagai manajer tim, Anda harus menjaga agar setiap anggota tetap berada dalam pemahaman yang sama. Ini akan membantu Anda menanamkan kepercayaan diri pada mereka. Nilai tim Anda dan cari tahu anggota mana yang berproduksi tinggi dan anggota mana yang kesulitan memenuhi tenggat waktu. Anda dapat mencapai hal ini dengan:
- Mempraktikkan komunikasi berkelanjutan dengan anggota tim
- Mendengarkan anggota tim Anda secara aktif
- Menggunakan pengalaman Anda untuk membantu mereka yang sedang berjuang
- Menginspirasi optimisme dengan mempertahankan budaya kerja yang kolaboratif
10. Membina lingkungan yang kondusif untuk kesuksesan dan pertumbuhan
Cautiously craft a company environment that ensures employees are comfortable at work. Develop an environment that aims for the company's and employees' success and growth. For instance, you can offer professional development to help your employees learn and succeed together. Alternatively, you can provide flexibility at your workplace regarding scheduling or work location.
Cara menetapkan dan mencapai tujuan dengan tim penjualan Anda
As per the data, 28% of sales professionals are expected to surpass their quota in the coming year, but the sales companies are not providing support.
Oleh karena itu, menetapkan tujuan penjualan untuk tim Anda sangatlah penting. Sasaran penjualan yang SMART terfokus dan mudah dicapai. Namun, satu-satunya kesalahan yang dilakukan manajer penjualan adalah hanya berfokus pada angka-angka.
Tentu saja, Anda ingin meningkatkan penjualan, meningkatkan pendapatan, dan meraih kesuksesan, namun tanpa tempat yang baik, tim Anda tidak mungkin mencapai hal-hal tersebut.
Anda dapat menggunakan pendekatan SMART untuk memandu strategi Anda saat membuat tujuan penjualan. Kunci SMART berfungsi sebagai daftar periksa untuk mengotentikasi target penjualan yang telah Anda tentukan sebelumnya. Pada akhirnya, Anda ingin mencapai tujuan-tujuan ini untuk memotivasi tim Anda dan mendorong bisnis Anda menuju kesuksesan yang lebih tinggi.
Langkah-langkah untuk mencapai target penjualan
1. Menilai tujuan penjualan Anda setiap hari
Misalkan Anda ingin melihat tujuan besar dengan jelas, pindai dan rencanakan untuk minggu ini dan tinjau tujuan untuk hari itu. Selain itu, setelah hari berakhir, tinjau kembali bagaimana hasilnya dan tetapkan tujuan untuk hari berikutnya.
2. Tinjau dan tetapkan sasaran setiap minggu
Setelah minggu berakhir, nilai target yang dicapai dalam minggu itu dan persiapkan target minggu berikutnya.
3. Tinjau kembali tujuan bersama pasangan setiap bulan
Mitra tujuan Anda dapat berupa rekan satu tim, mentor, teman, atau atasan Anda, tetapi haruslah orang yang dapat bekerja sama dengan Anda secara eksplisit untuk memastikan bahwa Anda bekerja mencapai tujuan dengan baik. Diskusikan tantangan dan hambatan yang menghalangi Anda untuk mencapai target.
4. Tinjau target tahunan Anda setiap kuartal
Tetapkan hanya tiga prioritas kuartalan, kerjakan dengan sepenuh hati, dan tetaplah berada di jalur yang tepat untuk memenuhi target tahunan Anda. Tentukan target tahunan Anda dalam rapat kuartalan dan tentukan target bulanan dan tindakan untuk kuartal berikutnya.
5. Menetapkan target tahunan untuk tahun berikutnya
Once you're done with the goals of one year, plan next year's big-picture goals (for instance, becoming the best sales rep in the coming, getting promoted, and earning $100000 per year). Ensure that they are aligned with short-term goals and what needs to be done every quarter, month, and week.
How does sales analytics help in sales team management
Companies that don't use sales technologies have witnessed a 12% fall in their sales goal accomplishment rate.
Analisis data penjualan adalah cara yang signifikan bagi perusahaan untuk meningkatkan kapasitas penjualan mereka dan memenuhi kebutuhan pelanggan di dunia yang kompetitif ini.
The absence of data shouldn't be why your sales strategy fails. With more and more companies gaining the power to make data-supported sales management decisions, the scope for error is less.
Luckily, a well-drafted sales analytical program can help raise profits and support your company in making better decisions.
Berikut ini adalah bagaimana analitik penjualan dapat membantu manajemen tim penjualan:
1. Penawaran produk yang disempurnakan
Data penjualan menawarkan wawasan mendalam yang dapat digunakan perusahaan Anda untuk memangkas biaya dan meningkatkan penawaran produk Anda.
Dengan menilai transaksi, Anda dapat menemukan produk yang berkinerja buruk dan berkinerja baik. Kemudian Anda dapat mencari tahu lebih lanjut alasan kinerja mereka dan menyempurnakan produk untuk memenuhi kebutuhan pelanggan Anda dengan lebih baik.
Dengan menghapus produk yang berkinerja buruk, Anda dapat menurunkan biaya dan fokus pada produk yang menghasilkan laba tinggi.
2. Disrupsi dan inovasi
Perusahaan beradaptasi dengan tren pasar, permintaan pelanggan, dan kondisi agar tetap kompetitif. Di sinilah program analisis data yang dirancang dengan baik dapat membantu Anda mendapatkan keunggulan kompetitif.
Data membantu Anda mengidentifikasi kebutuhan pelanggan dan memberikan solusi yang disesuaikan dengan lebih baik dan lebih efisien dengan harga yang lebih murah.
3. Perkiraan penjualan yang tepat
Manfaat yang signifikan dari analisis data penjualan adalah kemampuannya untuk memperkirakan penjualan di masa depan berdasarkan data historis. Tidak seperti prediksi, data historis memberikan gambaran yang tepat dan nyata tentang bagaimana kinerja tim penjualan Anda pada waktu tertentu.
Ketika para pemimpin memperkirakannya, mereka dapat menggunakannya untuk mengalokasikan sumber daya dan mengelola tenaga kerja mereka secara efektif.
4. Penilaian kinerja dan rencana insentif
Dengan data yang dapat diandalkan, manajer penjualan dapat mengembangkan perkiraan penjualan untuk setiap perwakilan penjualan dan membandingkan kinerja mereka saat ini dan sebelumnya.
If a sales rep has performed poorly, the sales manager can provide them with coaching and training. However, they can reward them for their hard work if they have performed well.
Dengan mengumpulkan data penjualan, manajer dapat memperbaiki masalah kinerja, menetapkan target penjualan yang realistis, dan menghargai karyawan yang berkinerja baik.
5. Meningkatkan tingkat retensi
According to Frederick Reichheld of Bain & Company, a rise in customer retention by 5% enhances profits by 25 to 95%. Hence, your sales team should aim to ensure the highest retention rates.
As per Esteban Kolsky's research, 67% of clients state bad experiences are their churning reasons, but only one of 26 unsatisfied clients complained.
Sales analytics allow you to discover the reasons for churning and proactively address these concerns to satisfy customers.
How to leverage technology for effective sales team management
Managing a sales team effectively requires more than just setting targets and tracking numbers. The right technology can enhance productivity, streamline processes, and provide valuable insights that help sales reps close more deals. Here’s how technology can improve sales team management:
1. Automate commission calculations
Manual commission calculations are time-consuming and prone to errors. Implementing automated systems ensures accuracy and saves valuable time.
Compass offers a comprehensive solution that automates commission calculations, manages sales performance, and provides AI-powered analytics to forecast revenue trends.
2. Enhance performance tracking with real-time analytics
Real-time analytics platforms allow managers to instantly monitor sales activities and performance metrics. This immediate insight facilitates timely interventions and strategic adjustments, improving sales outcomes.
3. Integrate seamlessly with existing tools
Choosing software that integrates smoothly with your current CRM, ERP, and HRM systems ensures data consistency and streamlines workflows. This integration minimizes disruptions and enhances the overall efficiency of sales operations.
4. Implement gamification to motivate reps
Incorporating gamification elements into sales processes can boost motivation and engagement among sales representatives. Features like leaderboards, achievement badges, and performance-based rewards create a competitive yet collaborative environment that encourages excellence.
Compass offers gamification tools that transform sales activities into interactive and enjoyable experiences, fostering a culture of continuous improvement.
5. Ensure data security and compliance
Adopting platforms with robust security measures and compliance certifications protects sensitive sales data and ensures adherence to industry regulations. This protection is vital for maintaining client trust and avoiding potential legal issues.
By integrating these technological solutions into your sales management strategy, you can enhance productivity, motivate your team, and drive sustainable business growth.
Penutup
Meskipun kelihatannya memimpin tim penjualan Anda menuju kesuksesan adalah hal yang berat dan menantang, namun sebenarnya tidak seperti yang Anda lihat.
Dengan melakukan upaya yang patut dicontoh dan merencanakan serta melaksanakan praktik manajemen penjualan yang disebutkan di atas, Anda dapat menyaksikan peningkatan yang nyata dalam tim penjualan Anda.
