Sales Team Management: Comprehensive Sub-Actions and Examples

1. Making Team Members Accountable

Purpose: Ensure sales representatives take ownership of their results and commitments.

Sub-actions:

• Set clear performance metrics (revenue, calls, meetings, conversion rates)

• Conduct regular performance reviews (weekly/monthly one-to-ones)

• Monitor daily activities through CRM systems and call logs

• Implement performance improvement plans for underperformers

• Acknowledge and reward high performers publicly

Examples:

• Weekly pipeline reviews where each rep presents their deals and next steps

• Monthly scorecards showing individual performance vs. team averages

• Quarterly business reviews with formal goal-setting and accountability measures

• Daily stand-up meetings where reps commit to specific daily activities

2. Creating Positive Pressure

Purpose: Motivate the team through healthy competition and urgency without causing burnout.

Sub-actions:

• Display real-time performance rankings through leaderboards

• Create monthly or quarterly contests with rewards

• Pair team members for mutual support and challenge

• Gradually increase targets as team capabilities improve

• Regularly acknowledge achievements to maintain momentum

Examples:

• Monthly "Sales Champion" awards with prizes and recognition

• Team vs. team competitions between different territories or product lines

• "Deal of the Week" presentations where reps share successful strategies

• End-of-quarter push campaigns with escalating rewards for hitting milestones

3. Understanding Their Strengths and Weaknesses

Purpose: Optimise individual performance by leveraging strengths and addressing development areas.

Sub-actions:

• Conduct regular evaluations of selling capabilities

• Listen to sales calls to identify coaching opportunities

• Gather input from customers, peers, and other departments

• Use personality profiling tools (DISC, Myers-Briggs) to understand working styles

• Review win/loss ratios and identify patterns

Examples:

• Quarterly skills assessments covering prospecting, presentation, negotiation, and closing

• Monthly call reviews with specific feedback on communication style and technique

• Customer feedback surveys about sales rep interactions

• Strengths-based territory assignments (analytical reps for complex technical sales)

• Weakness-targeted training programmes (presentation skills for introverted reps)

4. Checking if Their Priorities Are Right

Purpose: Ensure sales activities align with business objectives and revenue potential.

Sub-actions:

• Analyse how time is spent across different activities

• Review pipeline quality and deal progression

• Evaluate account coverage and opportunity focus

• Ensure individual goals support company objectives

• Assess if high-value opportunities receive adequate attention

Examples:

• Weekly pipeline hygiene sessions to remove unqualified prospects

• Monthly territory planning meetings to identify high-potential accounts

• Quarterly strategic account reviews focusing on key customer relationships

• Time allocation audits showing percentage of time on prospecting vs. existing accounts

5. Having an Overview of Their Agenda

Purpose: Maintain visibility into daily activities and ensure productive time management.

Sub-actions:

• Review and optimise daily/weekly schedules

• Help structure productive daily routines

• Ensure customer interactions are well-prepared and purposeful

• Coordinate field visits for maximum efficiency

• Manage the ratio of selling time to admin tasks

Examples:

• Weekly calendar reviews to identify gaps and optimisation opportunities

• Daily activity reports showing calls made, meetings held, and proposals sent

• Monthly travel planning sessions to maximise face-to-face customer time

• Time-blocking strategies for prospecting, follow-ups, and administrative tasks

6. Understanding Where They Need Help

Purpose: Provide targeted support to overcome obstacles and accelerate performance.

Sub-actions:

• Regular discussions about challenges and roadblocks

• Identify training and development needs

• Assess needs for tools, support, or additional resources

• Determine specific areas requiring management guidance

• Coordinate assistance from marketing, technical, or customer service teams

Examples:

• Monthly "What's blocking you?" sessions to identify and resolve issues

• Skills development plans with specific training modules and timelines

• Resource requests for additional marketing materials or technical support

• Mentoring programmes pairing experienced reps with newer team members

7. Monitoring Workload Distribution (Your Original Point)

Purpose: Ensure team members are neither underutilised nor overstretched.

Sub-actions:

• Assess individual and team bandwidth regularly

• Redistribute accounts or leads based on capacity

• Monitor stress levels and implement wellness measures

• Identify and eliminate time-wasting activities

• Prepare for team expansion or contraction

Examples:

• Monthly workload assessments showing deal volume vs. capacity

• Stress level surveys and one-to-one check-ins about work-life balance

• Territory rebalancing based on account complexity and rep experience

• Process automation to reduce administrative burden

8. Mirroring the Objective Performance

Sub-actions:

• Review deal progression and probability assessments

• Spot patterns in performance data

• Prepare for different market conditions

• Modify targets based on changing circumstances

• Prepare for team member transitions

9. Listening to the Voice of Customer

Sub-actions:

• Understand key stakeholders in customer organisations

• Track and improve customer experience

• Identify expansion opportunities within existing accounts

• Implement measures to prevent customer churn

• Encourage satisfied customers to provide referrals

10. Team Development and Culture Building

Sub-actions:

• Foster collaboration and camaraderie

• Facilitate learning between team members

• Support individual growth and advancement

• Maintain values and behaviours that drive success

• Attract and integrate new team members effectively

This framework provides a comprehensive approach to sales team management that addresses all your specified requirements whilst adding additional critical management activities.