3 Effective Sales Management Procedures

Sales supervisors, it’s up to us to drive the success (or, yep, even the setbacks) of our sales teams. We’re the leaders, the motivators, the ones who set the tone and build a positive environment for our teams. If that sounds like a tall order, don’t worry—you’re not alone.

Here’s a super short guide on some sales manager survival tips to help keep you on track. Check out this quick-read guide.

Top management can give us the tools to build a high-performing, collaborative team—which is vital for company growth. If you’re looking to take your sales team to the next level and crush your sales goals, here are the three best management strategies to help your team operate at its best.

REAL QUICK: As a sales manager, tackling daily challenges is par for the course, but there are ways to navigate them effectively. In this article on handling managerial challenges, I dive into the real hurdles managers face and practical strategies to overcome them

1. Make Everyone Accountable

First off, everyone on the team should know the rules and be held to the same standard. When a few people start acting like the rules don’t apply to them, morale drops, and performance takes a nosedive. It doesn’t matter if it’s your top performer or the new hire—show them that their hard work is valued and give constructive feedback when needed. Here’s how you can make accountability work.

1.1 Clearly Define the Rules

Before you start handing out compliments or critiques, be sure everyone knows the playbook. Create a resource that’s easy for everyone to access, like a printed handbook, a digital PDF, or even a poster with your team’s guiding principles.

The key here is clarity. When rules are clear and accessible, you’ll always have something solid to reference when giving feedback.

1.2 Treat Everyone Fairly

Treating everyone fairly doesn’t mean everyone gets the same rewards; it means everyone receives praise or correction based on their actions, not their rank.

The idea isn’t to come down on your top performers; instead, it’s about holding everyone to the same standards. Even your star salespeople should get feedback and room to improve, which shows you believe they can reach even higher.

Newer team members deserve the same foundation. Guide them firmly but fairly, helping them grow into strong contributors. By treating everyone consistently, you build a team based on trust, respect, and the confidence to perform at their best.

2. Give Helpful Feedback

Good feedback is essential for growth. Without it, people won’t know what to change or how to improve.

Don’t just wait for quarterly reviews to talk about progress. Regular check-ins are key to keeping everyone aligned. Now, feedback can be a delicate thing—too soft, and your message may not land; too harsh, and it could put people on the defensive. Here’s how to strike the right balance:

2.1 Be Direct

Don’t beat around the bush. People appreciate honesty, even if it stings a little. Direct feedback helps them understand what really needs attention.

Example:

“Hey, I noticed in our last call that you didn’t ask the client about their budget until the end. It’s super important to bring that up early on to make sure we’re on the same page from the start. Let’s make it a habit to ask about budgets upfront in future calls.”

This approach is straightforward and clear, helping the team member understand exactly what to adjust without any sugar-coating.

2.2 Be Specific

Avoid vague feedback. Be precise and focus on specific areas that need improvement. The clearer you are, the easier it is for them to act on it.

Example:

Instead of saying, “Your presentations need a little work,” try something more specific: 

“During your last presentation, you jumped into the product details right away. I think it would be more effective to start with a quick overview of the client’s pain points first, to show that we’re focused on their needs.”

This way, the feedback targets a particular part of the presentation, making it actionable and easy to implement.

2.3 Discuss the Next Steps

Feedback isn’t just about pointing out what went wrong. It’s about working together on an action plan. After giving your input, outline the steps they can take to improve and set the stage for continued growth.

Example:

After giving feedback, offer an action plan: 

“Great, so to work on this, let’s have you practice presenting to me once this week. I’ll give you feedback right after, and by next month’s meeting, I think you’ll feel even more comfortable in your approach.”

This wraps up the feedback by setting a concrete plan in place, ensuring they have a clear path to improvement.

3. Equip Your Team with the Right Tools to Succeed

Your team depends on you to set them up for success. They rely on your leadership to reach the company’s goals, so having a solid support system is crucial. Here are a few ways you can empower them:

3.1 Develop Effective Sales Scripts

An effective script not only helps sales reps know what to say but also gives them the right words and tone for closing the deal. It’s like giving them a roadmap for successful calls.

"Success in sales comes after you start feeling comfortable with the uncomfortable." – Jeffrey Gitomer

A well-developed sales script is like a safety net for reps, especially newer ones. When they know exactly how to start the conversation and handle objections, they can focus on the relationship, not on scrambling for the right words.

According to the RAIN Group, 82% of buyers accept meetings with sellers who proactively reach out with a personalized message or tailored approach. A strong script helps reps make those connections confidently and naturally.

3.2 Provide Ongoing Training

Don’t just stop at the basics. Provide opportunities for growth and learning that go beyond the initial training. If there’s a skill gap, address it by offering training sessions, workshops, or even online courses. This continuous learning will keep your team evolving and ready to tackle new challenges.

The Sales Management Association found that companies with well-trained sales teams achieve 50% higher net sales per rep. Continuous training isn’t just a bonus; it directly correlates with better results.

Sales reps lose about 87% of what they learn in training within a month if it’s not reinforced (source: Sales Performance International). This highlights the need for regular refreshers, practice sessions, and on-the-job training to make learning stick.

"Sales success doesn’t come from what you do occasionally. It comes from what you do consistently." – Anthony Iannarino

By keeping training continuous, you’re building consistent habits that lead to long-term success.

 3.3 Encourage Leadership Development

The best team members are those who are constantly learning and improving. Encourage them to read industry books and blogs, listen to podcasts, or find mentors. Building their skills and mindset helps them succeed—and it makes your job easier, too!

The Harvard Business Review found that 70% of learning comes from real-life experiences on the job, while only 10% comes from formal training. Encouraging reps to seek mentorship, read, and develop on their own empowers them to learn by doing.

"Today’s top performers don’t just do their jobs well—they continuously seek ways to improve their skills and add value to their teams." – Jill Konrath

Supporting team members in their leadership journeys can help them contribute more broadly and bring fresh ideas to the team, boosting morale and productivity.

Afterthoughts

At the end of the day, your sales team’s success rests on your shoulders. By using these effective sales management strategies, you’ll help them grow into a more productive, motivated, and resilient team. And remember, growth doesn’t happen overnight, but with the right approach, your team will be well on its way to achieving greatness.

P.S. Feeling like your career’s in cruise control? How about kicking it up a notch? I just put together a guide on creating a development plan for sales managers to help you map out your growth, set real goals, and level up your leadership skills. Check it out if you’re ready to take the driver’s seat in your career journey.