Smart Goals for Sales Manager and Sales Rep Relationships

In order to effectively manage a team, you must be able to manage relationships.  Sales reps respond to managers who treat them as individuals and show they are committed to the team’s growth.  Managers who can get their team to work hard from internal motivation rather than fear of punishment are the most successful.  There are many ways to create positive relationships from the top of a sales team to the bottom, but they start with setting smart goals for sales manager and rep relations.

Setting S.M.A.R.T. goals

Every good sales team has metrics in place so that reps can strive to hit goals.  Goals are most effective when they are set within the S.M.A.R.T.  (smart, measurable, attainable, relevant, timely) framework.

Goal setting is not only for reps.  There are smart goals for sales managers as well.  Whether that means growing the team, hitting a certain level of activity or revenue, or even making it a point to organize teambuilding events, everyone is accountable for a certain set of expectations.

Spend some time in their shoes

A big part of leadership is being relatable.  As a sales manager, reps look to you for advice and guidance.  Providing leadership from a ground level standpoint is always more powerful than directing from an authoritative position.  When managers are willing to get their hands dirty and lead by example, it shows commitment to the team and its success.

Something as simple as a few mock calls with the manager can give reps a better understanding of the pitch.  Or better yet, hop on the phone and call a few prospects to show the team how it’s done.  This not only helps motivate the reps, but it can give the manager a better understanding of some of the challenges the team will face.  Attacking sales goals as a true team will motivate everyone to perform.

Create an enjoyable work atmosphere

There are few things more detrimental to the success of a sales team than discouraged or frustrated reps. If you walk into the office dreading the day ahead, work will probably go as poorly as you expected.  A lot of the burden of creating a positive work environment falls on the manager.

Sales, in its very nature, can be incredibly taxing.  If a manager can pick their reps back up after a tough call or make them laugh during a slow week, that can make all the difference.  It is important to know how reps respond to different management styles and treat each member of the team as a unique individual.  If a manager can make being a member of their team an uplifting experience, results will follow.

Develop a system of incentives

Everyone loves being rewarded for going above and beyond the call of duty.  When building incentives, smart goals for sales managers include creating tangible rewards and delivering on those promises when reps perform.

There are a variety of ways managers can promote competition and create drive within individuals.  Sometimes a tier-based system is effective.  When a team member consistently hits goals, they should see some sort of promotion or increase in responsibility within the company.  The best managers are able to motivate reps not to be comfortable with their current position, but to continue to climb the ladder.  Prizes are another powerful incentive.  Whether these rewards are monetary or otherwise, reps appreciate recognition for hard work.  These incentive systems will drive production for the team and revenue for the company.

These are just a few of the many smart goals for sales managers. Don’t be a mundane corporate boss with your own parking spot and employees who talk about you behind your back at the water cooler.  Be a sales manager who leads, motivates, and makes work as good of a place to be as it possibly can.

Connor Watts
Sales Executive II
Acquirent, LLC