Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.
Below is a sales management checklist developed by Sam Parker, half of the duo that runs justsell.com. Its purpose is to help you stay on top of the primary issues that should have your attention on a regular basis, and to avoid letting the important success factors slip through the cracks. Your particular sales world will likely involve a few more points or slight changes that are specific to you and your team/company/industry.
Consistently addressed, Parker says, these are the sales management fundamentals that will put you and your team in front of the pack…and keep you there. You can download the complete 12-page guide for free at justsell.com/sales-management-checklist.
Your people
- General periodic discussion & review
- Goals & expectations understanding
- Sales skill training
- Motivation & inspiration
- Knowledge training (product/ service/ industry)
- Recruiting
- Promotions/ new roles/ new positions
- Performance reviews
- Recognition
Operational issues
- Activity numbers
- Sales numbers (revenue/ units/ margin)
- Sales process review
- Sales communication review & distribution
- Before-and after-the-sale review (processes)
- Lead generation
- Barriers to remove from sales efforts
External relationships
- Top customer contact & review
- Top competitor review
- Top partner contact
Self-development
- Management skills
- Additional contributions
