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Uanset om du leder et salgsteam for første gang, eller du er en veteran inden for salgsledelse, er denne drejebog dit hjemsted for salgsledelsesressourcer. Læs denne guide for at få en introduktion til de vigtigste emner inden for salgsledelse, og tjek de ekstra ressourcer for mere dybdegående tips og information om ledelse af et salgsteam.
Salgsledelse er processen med at udvikle, organisere, optimere og føre tilsyn med salgsteams, strategier og processer. En salgschefs rolle omfatter ansættelse og ledelse af salgsrepræsentanter, fastsættelse af mål, definition af processer og rapportering af resultater.
What goes into managing a sales team? Sales managers’ responsibilities range from creating company-wide sales strategies to managing day-to-day activities to hiring new sales representatives to build out their teams.
Let’s take a look at some of the ways sales managers can impact their teams and their company’s success.
En væsentlig rolle for en salgschef er at skabe og implementere en salgsstrategi, der styrer, hvordan salgsteamet fungerer. Salgsstrategien udstikker en plan for, hvordan teamet skal nå sine mål.
En salgsstrategi bør definere elementer som målmarkeder og værditilbud samt de kanaler og taktikker, der skal bruges til at nå salgsmålene.
Udvikling og eksekvering af en salgsstrategi kræver research, analyse og samarbejde. Salgsstrategien skal stemme overens med virksomhedens overordnede mål og inddrage salgsteamets viden. Salgschefer bør regelmæssigt gennemgå deres salgsstrategier og finpudse dem efter behov.
Setting well-defined goals is an essential sales management strategy because it keeps the sales team on track and lets sales representatives know what’s expected of them. Sales managers may set goals for key performance indicators (KPIs) such as sales volume, customer acquisition, and revenue.
It’s helpful to break goals down by timeframes, such as by year, quarter, and month, and by the whole organization, by team, and by individual.
A sales process defines your sales team’s steps to convert prospects into customers. It creates consistency and accountability and gives your sales team a concrete plan for what to do and when. Like sales strategies, sales managers should regularly review and update their sales process.
Implementing your sales process in a CRM like Nutshell enables you to keep your process organized and automate elements of your process, such as assigning leads to sales representatives and moving them through your pipeline.
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Sales managers can elevate their team’s skills and performance through training and coaching. Sales managers might provide training themselves or plan and oversee training programs.
Training may cover product knowledge, sales techniques, customer service, and other relevant topics. Sales managers can provide coaching through one-on-one meetings, group sessions, or other formats and should tailor coaching to team members’ needs, experience, and skill levels.
Regular meetings, when run well, keep sales teams informed, aligned, and engaged. During these meetings, teams can discuss progress toward goals, challenges sales reps face, and opportunities for improvement and growth.
These meetings should be well-structured with a clear focus and agenda and opportunities for all team members to participate. Both one-on-one and team meetings can be valuable.
En anden måde, hvorpå salgschefer kan hjælpe deres teams med at få succes, er ved at holde dem motiverede og inspirerede.
Nogle måder, hvorpå salgschefer kan inspirere deres teams, inkluderer:
Som salgschef kan du indsamle feedback fra dit team om, hvad der motiverer dem, så du kan skræddersy din indsats til dit team og de enkelte sælgere.
Managing team performance is another critical aspect when determining how to manage a sales team. Team managers should monitor and regularly evaluate each sales rep’s performance and provide feedback.
This may involve reviewing performance data and listening in on or joining sales calls. These reviews keep managers up to date on potential issues and things that are working well. They can then address these issues individually or with the whole team if they apply to everyone.
Providing regular constructive, objective, and supportive feedback helps ensure sales reps are aware of their strengths, potential opportunities for improvement, and progress toward their goals.
The right resources and support are essential for sales teams’ success. It’s important to regularly check in with team members to ensure they have the tools needed to achieve their goals.
Sales managers should ensure their teams have access to the right resources, such as:
At yde denne support kaldes ofte salgsaktivering.
Sales managers also need to manage team dynamics to help set their teams up for success. This involves creating a positive culture, promoting collaboration, and managing conflicts.
Creating a positive team culture is key to team morale and performance. Sales managers can foster a positive team culture through clear communication, setting clear expectations, and providing recognition and support.
Providing opportunities for team members to get to know each other through events can also help improve a team’s culture and dynamics.
En anden vigtig rolle for salgschefer er at fastlægge forventninger til kompensation, herunder grundløn og provision. Salgschefer arbejder ofte sammen med andre ledere i deres organisation om denne opgave.
Styring af teamets budget og ressourcer indebærer at sikre, at teamet har de ressourcer, det har brug for, samtidig med at det holder sig inden for budgetbegrænsningerne. Salgschefer kan fastlægge budgetter, spore udgifter og bestemme, hvordan ressourcerne skal fordeles. Regelmæssig gennemgang af budgetter og justering af dem efter behov hjælper med at sikre, at salgsteams fortsat har de ressourcer, de har brug for.
Sales managers, talent acquisition teams, HR departments, and others in their organization play important roles in recruiting and hiring new sales reps for their teams.
Managers need to identify their team’s personnel needs, find candidates with the right skills and qualities, and recruit them through job postings, networking, and other methods.
Retaining your sales team is another important area for sales managers to focus on. Many of the tips above, including keeping your team motivated, creating a positive team culture, and providing training and coaching, can help with this.
Creating a smooth onboarding process is essential for the success of your sales team. A well-designed onboarding process gets new team members up to speed quickly and helps them develop the skills and knowledge they need to succeed.
Onboarding may include training on product knowledge, sales techniques, your sales process, and more. As a sales manager, you may handle onboarding and training directly or plan and oversee an onboarding program.
Sales managers need to track the effectiveness of their sales strategy and teams and progress toward their goals. Tracking, analyzing, and reporting KPIs makes this possible.
These reports and KPIs enable sales managers to adjust their sales strategy and processes as needed, provide the necessary training and coaching, ensure their teams are on track with their goals, and keep the sales team aligned with broader business objectives.
Nogle vigtige rapporter for salgschefer omfatter:
Nogle vigtige målinger at følge omfatter:
En af de mest effektive måder, hvorpå salgschefer kan sikre deres teams succes, er ved at sørge for, at de har de rigtige værktøjer og den rigtige teknologi. Lederne bør evaluere deres teams behov og vælge brugervenlige værktøjer, der har de rigtige funktioner og vil hjælpe teamet med at nå sine mål.
Nogle vigtige værktøjer til salgsteams omfatter:
Et af de vigtigste værktøjer for ethvert salgsteam er CRM-software. CRM giver dig mulighed for at organisere og spore dine salgsprocesser, holde styr på relationer med leads og kontakter, automatisere elementer i din salgsproces og spore dine fremskridt mod dine mål.
Some CRMs, like Nutshell, also include email marketing capabilities so you can use email to convert more leads and keep up with your customers right from your CRM.
Features you should look for in a CRM include:
De bedste salgschefer lærer altid nye færdigheder og salgsstyringsteknikker, holder trit med de nyeste salgstendenser og opbygger deres ekspertise. Tjek artiklen nedenfor for nogle af de mest nyttige ressourcer for salgschefer, fra blogs til bøger til nyhedsbreve.
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