Sales Management & Strategy

How to manage a sales team: Numerik's 5 principles for success

Jonathan Hubbard
Jonathan Hubbard
April 11, 2024

As organizations seek growth opportunities, the sales team's performance is one mission-critical aspect of business operations. From small businesses to larger enterprises, well-managed sales teams can be a driving force behind achieving targets and shattering expectations.

Most salespeople will agree that the company's success partly lies on their shoulders. And the performance of individual sales reps often depends partly on the effectiveness of their sales manager.

What are some sales team management strategies that can help a team of sales professionals reach their full potential? Sales management is more than overseeing key sales metrics and quotas. It requires strategic leadership skills and a company culture that welcomes a transparent environment.

Let's examine what it means to be a good sales manager and how the management style of a sales team affects team members. These few tips may give sales representatives a much-needed boost in motivation and propel them to the top.

Key strategies of good sales leaders

An effective sales manager will have many irons in the fire. They are probably busy in the hiring process to gather the best salespeople for the team—and they should be. Getting this step right is essential to achieve the desired sales results.

However, sales team leaders must also pay attention to their salespeople after being hired. Detailed feedback helps new hires get on the right path that aligns with the rest of the team. One-on-one meetings can help both you and the employee gain valuable insight into what effective management style will most benefit them.

Good sales managers go beyond individual sales meetings. They need to help the entire team to work as a unit to boost sales. Find ways to build this team mentality, and remember to celebrate success.

What defines a successful sales team?

A successful sales team helps the potential customer along their buyer's journey to the eventual goal of a closed sale. There are effective strategies that a sales manager can use to help a sales rep become top performers in their field.


Sales reps need and want effective leadership. It sets the tone for the entire sales team. A capable leader provides guidance, support, and inspiration. To manage a sales team to greatness, find ways to empower them.


Managing a sales team means being a good communicator. Sales managers with any sales experience should already know this skill. After all, isn't that what they've used to reach their sales goals?

However, communicating while you manage a sales team requires an even greater drive to bring people together. Some ideas on how you can achieve this could be:

  • Communicate persuasively and empathetically.
  • Build strong relationships among team members.
  • Celebrate team wins together for sustainable growth in your team spirit.

Continuous improvement

Improvement is the lifeblood of a sales team. Every day is a new opportunity to improve individually and as a team. Sales managers embody this ideal when they seek ways to help every team member self-improve. For example, you could:

  • Secure professional development opportunities.
  • Invite actionable feedback on your sales strategy.
  • Listen to sales calls to give a few tips to a sales rep.

Remember that continuous improvement comes when employees are motivated.Don't discount the value of healthy competition here. When wielded properly, sales reps' natural competitiveness can be a force for good.

Customer relationships

One of the most important goals for a sales team is to find ways to nurture customer relationships. This will have a proportional effect on the team's performance. Encourage using sales technology like Numerik to securely track customer data and essential measurements of your sales pipeline.

You could liken the sales process to an assembly line model. Each worker on the assembly line plays an important part in getting to the end product. Just as in an assembly line, a breakdown in one step can grind progress to a halt. So, every time a sales rep makes cold calls, an account executive gauges customer needs, or a customer service rep addresses issues, you are working to build a deeper customer relationship. The beauty of the sales world is that the end product rolling off the assembly line isn't the end - you can still secure referrals from customers after the sale.

So, in your sales management duties, give appropriate attention to building customer skills. You'll be happy when your team gets more deals.

Five principles on how to manage a sales team effectively

Managing sales teams effectively requires adherence to specific guiding principles. Here are five important areas that should be addressed to be most effective at leading sales teams.

1. Develop your team dynamic

What will define your team? Answering that question will help you figure out your sales team management strategies for long-term success.

No matter your team's chief and defining characteristics, work to equip them with adaptability and flexibility. This will allow sales reps to pivot in response to market conditions, new technologies, and company changes.

2. Manage a sales team by your example

Managing a sales team also involves setting a good example. Set the standard you want your employees to display in professionalism and integrity. Demonstrate the behaviors and work ethic you expect in your sales reps.

Be approachable and willing to roll up your sleeves and work along with your sales team when necessary.

3. Inspire team cohesion

Foster a sense of camaraderie and collaboration within your sales team. Encourage teamwork and knowledge sharing. When team members feel connected and valued, they are more likely to work toward a common purpose.

4. Create goal alignment

Ensure that individual sales goals align with the team's and the organization's overall objectives. This builds unity and a strong sense of accountability. Be clear about expectations of sales results and establish sales performance indicators that allow the team to see where they stand.

5. Practice sales performance management

Implement effective sales performance monitors to facilitate improvement. The right sales management tool might mean the difference between blowing past expectations and drifting listlessly. Assign tasks to team members based on concrete data gained from these tools.

Your path to a better sales team

How you manage sales teams has everything to do with how good of a leader you are. Imbue your team members with the right kind of sales management. Be a good leader by setting the right tone for your salespeople. Communicate and provide regular feedback. Strive for continuous improvement with ongoing training. Encourage relationships with customers and within the team.

By practicing these key sales management strategies, you will be well on the path to leading your sales team effectively. And you'll be content in knowing that you're doing your part to add to the right team and company culture.

Interested in learning more? Enhance your understanding of effective sales team nurturing and leadership in our detailed exploration on the art of sales management here!

Numerik: The Ultimate Field Sales App for Maximizing Team Productivity & Performance

Ready to transform your sales?

Book a demo today and start surpassing your sales targets tomorrow. Discover how our solutions can transform your sales process and drive your team towards unprecedented success.