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Page 2 of 7
Managing Your Sales Team
1. What You Want
1.1 Use your sales strategy to define the type and number of sales people you need.
- For example, if you have decided to cold-call prospective customers, you may prefer sales people with telesales experience.
1.2 Look out for skills that reflect your business needs.
- At least some experience of sales and sales negotiation is needed, particularly in newly established businesses.
- You may need sales people with existing contacts in your customer base.
- Decide how much knowledge about your product and market you want.
- Develop existing skills through training (see 3).
1.3 The key attribute for many sales people is attitude and enthusiasm (see 6).
- Demotivated sales team members make ineffective and reluctant sales people.
Using the Right Tools
Provide appropriate sales materials.
- Create a set of standard documents, such as call sheets, standard contracts and proposal forms.
- Provide promotional material. For example, brochures and price lists.
- Give support documentation, such as telesales scripts.
Give your sales team the equipment they need.
- A good database is essential.
- Your sales team may need powerful contact management software if you have many high-value customers.
- Mobile phones and laptop computers are basic tools of the trade.
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