That old saying again, what gets measured gets managed. It is worth repeating as it always rings true in business, especially when it comes to sales.


If we aren’t consistently managing our sales team and keeping track of their activities, we can easily lose track of where they are at, losing sales in the process.


The two keys to successfully managing your sales team are a good CRM and more importantly a good sales process.


Here are some of the reasons you might consider training your sales team.

You need to have strong metrics to measure them by


An interesting statistic I came across on notes that Sales Managers are in control of 83% of the metrics they are held accountable to”.


Sales Managers influence these key numbers. This means that they have a big hand to play in whether their sales team succeeds or fails.


By keeping track of metrics such as:


  • interview to close ratio

  • number of appointments per week

  • number of COI meetings per week


You are ensuring your team are on track and likely to meet their targets.


A strong sales process will iron out any wrinkles they may have with their sales technique. It will allow you to manage their progress more efficiently, providing benchmarks and metrics to hold them accountable to.


We can’t control the sale however we can control the activities that lead to sales.


They don’t know what they don’t know


Most experienced salespeople will have taken part in sales training courses in the past. But often the courses can be of varying quality or outdated. It is important to keep your team up to date with the latest techniques and ideas around sales by constantly upskilling them.


Zig Ziglar once said “People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily.”


The same could be said for sales training.


Salespeople will tell you that they already have their sales process down pat and don’t need any more training but the fact is they don’t know what they don’t know. Sales training can help to  find the holes in their process.


Often training will pick up the marginal sales that salespeople will have lost due to small inconsistencies in their current sales process.

Your business and customers are unique


Therefore new salespeople need to be trained in selling in your unique market.


There are big differences between selling agricultural products and selling accounting services. This difference should be reflected in the way your team sells.


However, the sales process will be the same regardless of the client.


Your team needs to attain a trusted advisor status with your clients, this can be achieved through following best practice sales processes.



Finally, here are a few questions you should consider when looking at your sales team.


  1. Are they setting activity targets each week for prospecting?

  2. Do they know the numbers they need to achieve to reach their sales target each week/month/year?

  3. Do they have a preparation process before meeting a new prospect or client?

  4. Are they following the company sales interview process?

  5. Are they using a cost benefit analysis when presenting to new prospects?

  6. Do they have a follow up process after they have presented?

I wish you all the best for a prosperous month!



Hayden Burgess



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