In the fast-paced world of sales, staying ahead of the curve is crucial for success. As we step into 2024, the landscape of sales management is evolving rapidly, introducing new strategies and structures that can make or break a sales team. Did you know that on average sales managers only spend 37% of their time managing people, emphasising how important it is to have a good structure in place, shared by Notta. In this article, we'll explore some of the key elements you might not be aware of in sales management today.
Firstly, it is important to identify some popular sales management methods that are likely to continue growing in popularity throughout 2024. When approaching sales management in 2024, three popular management styles can be identified:
These three different management methodologies present their benefits making them stand out amongst other methods.
Agility has become the heartbeat of modern sales management. Drawing inspiration from agile project management methodologies, agile sales management prioritises flexibility and swift responses to market changes.
The agile approach embraces a culture of continuous improvement, advocating for regular reassessment and adjustment of strategies based on real-time feedback and dynamic market shifts. This iterative process ensures adaptability in the face of ever-changing customer demands.
Matrix sales management combines the best of both worlds by forming cross-functional teams where individuals contribute expertise to multiple projects simultaneously.
Team members in a matrix structure possess specialised skills but are not confined to a single team or project. This fluid structure ensures that expertise is applied where it is most needed.
Network sales management thrives on creating interconnected networks, both within the organisation and externally. This approach emphasises building robust relationships with stakeholders at all levels.
In network sales management, collaboration extends beyond internal teams to include external partners, suppliers, and customers. The focus is on creating a broad network that supports the sales ecosystem.
The structure in which a sales team is organised is just as important as the management approach that is used with the team. Typically, sales teams are usually organised into one of three structures. These common structures are:
Each structure has its own unique set of benefits that should be considered when adopting it.
While the island structure has its merits, another approach gaining traction is the creation of holistic teams that cover the entire sales process. These teams are versatile, possessing the skills to navigate various stages of the customer journey seamlessly.
Unlike isolated islands, these holistic teams adapt to the customer's journey dynamically. From lead generation to post-sale support, each team member is well-versed in different phases, promoting a well-rounded approach to customer engagement.
In the ever-evolving landscape of sales management, the pod sales structure emerges as a dynamic model that fosters collaboration within small, specialized groups. These "pods" typically consist of cross-functional members with diverse skill sets, working cohesively toward common goals. Unlike traditional hierarchies, the pod structure emphasizes collective responsibility and accountability.
Pods operate as self-sufficient units, responsible for managing specific aspects of the sales process. This structure encourages team members to draw upon each other's strengths, fostering a synergy that enhances problem-solving and creativity. Communication within pods is streamlined, promoting quick decision-making and adaptability to market changes.
Drawing inspiration from assembly line production in manufacturing, the assembly line sales structure breaks down the sales process into a series of specialised tasks. Each team or individual focuses on a specific step in the sales pipeline, contributing to the overall efficiency and speed of the process.
In this structured approach, individuals or teams become specialists in their assigned tasks, honing their skills to perfection. From lead generation to closing deals, the assembly line structure ensures that each phase is handled by experts, optimizing the entire sales pipeline.
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Centralise your data – Get holistic views on your lead, opportunity and quote activity to stay up-to-date and aware of how your customers are progressing through deals.
Set custom reminders – Want to know when a prospect in the system has not been contacted for a set amount of days? You can do this with TEB! Set customisable reminders in your system to make sure you stay on top of your sales process.
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TEB is rapidly growing, with the software growing 800% in 2023. It is time for you to step into the future of automation to scale your business, and streamline your sales management in 2024. Book a demo at a time that suits you and see the future of automation live in action.
