The Academy The Academy

Becoming a better saleperson

Table of contents

  1. 1Organizing your sales activity
    1. Our philosophy
    2. Suspects (Unqualified Prospects) vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. The Importance of Categorizing Your Leads
    7. Managing Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
  2. 2Organizing Your Daily Activities
    1. Build the Perfect Setup for your Sales Team.
    2. Every Morning, Know Exactly What Leads You Need to Work On
    3. Follow Up the History of Your Exchanges & Bcc Email Conversations
    4. Set Reminders and Synchronize Your Account with Your Calendar
    5. Sort Activities for a Better Understanding of Your Leads
    6. Extended, Compact & Pipeline Mode
    7. Create Several Pipelines to Analyse Different Sales Processes
    8. Make your Most Important Leads Stand Out
    9. Find Leads by Using Filters
  3. 3How to Win at Cold Prospecting
    1. How to Organize your Prospecting and Cold Calling
    2. When and How to Use Prospecting Lists
    3. Only Turn a Row into a Lead Once the Contact is Qualified
    4. The Importance of Using Column Names
    5. Magic Columns
  4. 4Working on the Go
    1. Mobile App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. 5Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. 6Follow up your Business Activity - Understanding How it Works and Collaborating
    1. How to Manage Your Sales Team Efficiently?
    2. How to Implement an Activity-Based Sales Strategy?
    3. Analyze your Activity by Category or by Salesperson
    4. Analyze your business and sales team performance
    5. Find the Leads That Have Been Pending for too Long
    6. ROI of Specific Actions, or of a Specific Month Activity
    7. Using the Activity Feed to Manage your Team
    8. Follow the Sales Activity Every Morning Thanks to the Daily Activity E-mail
    9. Exporting your Data for Reporting or Marketing Purposes
  7. 7Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. 8Connect to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events
    3. How to connect noCRM to your own Information System
  9. 9Rolling out noCRM in your company
    1. Framework for a successful rollout
    2. Guide to a successful onboarding of your team

How to Manage your Sales Team Efficiently?

1. Tracking company and team performance.
2. Feedback, discussion and training your team.
3. Too long to read? Access our summary.

Managing a sales team can sometimes seem difficult especially if you lack the right information and tools.

To have an effective and productive sales team your salespeople must work together towards the same target. That is why they first need to know what they have to work on and how they can work on it. They must also be able to understand if they have the required assets and skills to achieve the target, and if not, what they are doing wrong.

The secret to having a strong and efficient team management style is based on three pillars: correct initial setup, ongoing tracking, and continuous improvement. Here, we will focus on tracking and improvement, but you must absolutely check our page "How to build the perfect setup for your sales team" if you've not done it yet.

Tracking company and team performance

Managing is about knowing, if you don't know what's happening in your sales team you won't be able to understand what works or not and you won't provide valuable feedback. So let's start first by looking at the stats and tools noCRM car provide you to have a correct view on your actual business. We'll start by the more generic views and we'll then go more and more precisely in the analysis of your team performance. In noCRM you can access statistics at a global company level but also at a team or user level. The first report to check is the company performance, which you can access through your statistics dashboard.

In this report, you will be able to follow the number of new deals created, the number of deals won, the % of deals lost, the revenue, and the forecast.

company performance in nocrm

As important as it is, this report does not give you much insight into your sales process or your team's performance.

Another report is more useful for this - the pipeline performance. Here you will be able to track the percentage of conversion between each step in the sales process, and therefore see if there are blockages or issues.

This is an easy way to see in which step you lose the more leads. You will then be able to implement the required modifications, or changes in how your salespeople handle that step. You can also filter this report by sales person to understand where each salesperson is the most efficient.

pipeline performance in nocrm

Tracking the individual performance of each sales person

noCRM enables you to dig quite precisely into the performance of each member of your sales team. You can access their KPIs, the actions they have undertaken or if they have reached their goals.

Mesure Your Sales Team's performance

Access an overview of your team's performance in noCRM directly from the statistics dashboard.

In this report you are shown the statistics per user: the number of leads created, the number of leads won, the time it took to close a lead, the amount of revenue generated etc And this is available for each of your salespeople.

team performance in nocrm

Track Your Sales Team's activity

It is also possible to track the number of sales activities undertaken by each salesperson.

The activity report, is probably one of the most important reports you can have access to as a manager. With it, you get a complete view of the activities undertaken by each salesperson: how many calls they made, how many emails sent, how many meetings, but also the amount of leads created, managed, and won.

Most of the short term targets you will set for your sales will be based on the number of activities they have to reach, so it's really important to be able to track them.

team activity in nocrm

Tracking the individual performance of your team is very important. You can compare them to each other, and see if someone is having trouble closing their deals, or if they are doing something wrong.

It's also important to look at the number of open leads and the average time to close a lead; this can give you great insights into your salespeople's behavior. Win rates are calculated on closed leads, which means that if your team doesn't close the bad leads, the number of closed leads will be artificially low and the win rate artificially high. This is why when you look at your win rate you should also check that the salesperson does not have tons of open leads.

All those stats have only one goal: to help you understand where your team has issues. They might either be losing time on a poorly qualified lead, or maybe they are waiting for too long before they follow up with the lead, or maybe they do not have the right tone during discussions. Either way, the issue has to be tackled and solved, either through a discussion with your team and/or by training for those who need it.

The devil is in the detail: Feedback - Discussing - Training

Give precise feedback that can help your salespeople, remember "feedback is a gift"

Once you know how to access all the statistics from your team's performance, and you can identify which salespeople are having problems, you can analyze their activities and exchanges, and give them very precise and valuable advices.

One of noCRM's, most valuable features is that you can access the conversation history between salespeople and the leads. This means you can see not only what actions have been undertaken but also the content of those conversations and their outcomes.

As a manager it is important that you spend some time analyzing what has been well done and that you can replicate in your entire team, and what was poorly done and must be corrected. You can comment directly inside a lead card in order to give feedback to a salesperson.

Let's see the different moments where you can interact with your team.

Use noCRM's Email Integration to ensure the right message is delivered

Wether your team is using the Bcc feature or our powerful complete email integration, you have the option to access all the emails the salesperson has sent to a lead directly from their card.

email bcc in nocrm

VoIP integration to record sales calls

Thanks to the VoIP integration in noCRM your team can call leads directly from the platform.

voip integration in nocrm

What is useful for a manager with this VoIP integration, is that all the calls can be recorded, and accessed afterwards in the lead cards. So just as with emails, you can also see when the salesperson called the lead and access the recording to analyze the quality of the call. Was the salesperson having a real conversation with the lead and how did they handle objections ?

Use comment and mentions to point what's good and what's not in your sales process

Once you've identified some interesting points, you can directly add a comment and the owner of the lead will be notified. You can also use the @mention feature if you want to interact with someone else about that lead, or if you're on a cold prospect as these are unassigned. As a manager doing this on a regular basis will help your team improve, if you give them the right directions and advices.

Below an exemple of an @mention in noCRM. People mentioned will then receive a notification.

adding comments in nocrm

Be precise with your comments. For example one of our leads asked for a trial extension and their extension was granted by the sales rep yet two weeks later the lead was lost.

This is a precise point of improvement: don't just give an extension not questions asked. Instead ask why do you want an extension, what do you need to check, what is blocking you from taking the decision now? If this had been done, then maybe we would have won the lead.

This might seem like small points but as we said before the devil is in the detail. By making consistent incremental improvements, one after the other, you will turn your sales team into a dream team.

On the other hand, equally don't hesitate to mention other salespeople when one of them has done something great. This will help your team rely on good examples, but it will also encourage the salesperson who made done a smart decision to keep going.

Encouraging your team and letting them know when they are doing great is also very important to keep them motivated and eager to reach results.

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Organizing meetings and training your sales team

On a regular basis, you should organize meetings with your team, so you can discuss with them the problems they are encountering. Listen if there is a reason they are not managing to achieve results, and work towards a solution.

The solution might also be training your team. This can be done through workshops, courses, conferences, etc. If you want your team to be motivated, you must give them all the necessary assets to succeed. This way they will know that they have acquired the right skills for reaching the target, and will stay motivated.

Summary of How to be a Great Sales Team Manager with

Read on for a quick summary of the key points in the guide!

To improve your team management, and make sure your team is ready to succeed, the first step is to set up correctly a consistent sales process.

For this you have to clearly tell your team what they have to do, what is expected from them, and the target to reach.

You also have to provide them with the right tools so they can work productively, and focus on results.

For a clear and efficient sales process at noCRM we have different useful tools:

Once you’ve correctly set up your sales process, you have to track your company performance and your team performance to see if your team is working well towards the targets set.

Analyzing individual performance and activity is very important, as you can compare salespeople and see if one of them is doing something wrong, so that you can help him improve his working methods.

Finally, after analyzing the statistics, you should discuss and train your team.

For this, you have to look deeper into the exchanges the salespeople have with the leads, which are available to you thanks to these tools:

Here the aim is to point out to your team members individually when something is not done correctly and give them the means to correct it. You should also tell them when they make a smart move in order to motivate them.

Then, you can organize meetings where you and your team can discuss the problems that have to be solved. After hearing them out, you should organize trainings for your team so they acquire the desired skills and stay motivated.

Motivating your team is crucial to improving your team management.

With noCRM you have access to all the tools to track your team’s performance, give them the right advice, and provide them with the right tools.

Next read: How to Implement an Activity-Based Sales Strategy?