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A scientific, reasonable and performance based approach is desirable to manage a sales team.
To begin with the team is to comprise of right people selected through a well defined process. An effective orientation is very useful.
Every individual team member ought to know their job descriptions which is to be developed on as to what and how the goal is to be achieved. Time bound Work requirements and Performance standards which are measurable are to be developed. This has to be discussed, negotiated and mutually agreed upon and recorded as Key Result Areas / Key Performace Indicators for periodcal reviews and linked to developmental exercises such as training and growth. Periodicity of reviews may vary from quarter to half yearly or as required.
Provide on going coaching and feedback systematically as desired scope for improvement at both ends.
Performance reviews are to be followed by recognition of contributions by means of appreciation / reward.
Carrer development planning is also important for performers.
