Commercial team management

Commercial team management: what are the fundamental ways to have a high performance team?

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Looking for ways to optimize your sales team management? Know that you are in the right place! We recognize the importance of valuing this process and, therefore, we dedicate an entire article to it!

After all, according to this survey, by The Books Group, only 31% of sales managers believe in their team’s ability to meet the company’s main business objectives. 

This mainly means that these leaders do not offer their teams clear guidelines to achieve the goals proposed by the business. And do you know the best way to do this? With the help of a business management plan, which we will talk about next.

Good reading!

What is commercial team management? 

Commercial management is the name given to the set of processes adopted by a company to guide them to obtain better results. In this way, the company generates more sales conversions, more loyalty, and, consequently, more profit for the business.

A good sales team management is capable of analyzing and identifying opportunities for improvement and paths to achieve sales within its team.

In addition, the commercial team management helps to overcome very common challenges in this environment, such as:

  • heightened competition;
  • lack of organization;
  • difficulty in  ;
  • lack of engagement and consequent lack of  ;
  • battle of egos.

u do to manage your internal and external team well? 5 practical and effective steps

Below, we separate 5 steps considered essential to perform good sales team management. So, read on and find out what they are.

1. Create multidisciplinary teams, valuing diversity

Betting on diversity to form teams is a proven successful strategy. This is the case of, which shows that different teams can obtain degrees of innovation in their routine up to 20% higher than those that do not invest in practice.

This is because sellers with different backgrounds are able to see the same challenge from different perspectives, which encourages problem-solving in more creative and effective ways.

In addition, when hiring employees with different specificities, the sales manager has the opportunity to assign them to tasks according to their degree of familiarity and knowledge.

See the example below 

If the same sales team has a young employee, familiar with new technologies, and another with 25 years of experience in contact with the public, the sales team has an advantage on two different fronts. One of them is the omnichannel service. The other concerns foreign sales.

2. Align strategic planning with the team

The second step in managing a successful sales team is based on transparency. After all, many sales teams are disoriented and unmotivated precisely because they do not understand how their daily functions impact the achievement of the company’s macro goals.

Therefore, don’t miss the opportunity to share with the team the key aspects of, highlighting the importance of each sector of the sales force for the performance of the business in the market.

3. Create sector goals and review them frequently

In addition to sharing the macro business planning with the team, it is important that these targets are diluted into smaller and sectored goals. In this way, the team is able to glimpse the expectations of the business and find ways to make them real.

So remember to review goals often. It is important to ensure that they are achievable and compatible with the team’s reality.

4. Standardize and align processes

Want to help your team perform well and impress customers positively? So invest in process standardization and alignment!

At first glance, one might think that the standardization of processes (in particular, those involving contact with the customer) is a trend towards the immobilization of contact with the consumer – which would go against the trend towards humanization, which is increasingly popularized in companies.

However, this is not the essential function of standardization. On the contrary! Standardized processes bring confidence to the team, which feels able to offer the consumer what he needs, even though this requires an adaptation of the protocols. 

The sales force’s goal is to provide the best possible. Therefore, the commercial team management must work to provide the team with the necessary peace of mind.

5. Hold feedback meetings and encourage collaborative management 

Finally, we cannot leave out the feedback culture from the tips for effective sales team management. This is because, although it is headed by the or leader, the management process is contributory and collaborative.

Therefore, you must consider the opinions and considerations of everyone involved, including vendors, financial analysts, support agents and marketing.

In addition to listening to the team’s feedback, it is important that the leadership is open to applying the suggestions in the routine, optimizing it, and making it democratic and comfortable for all who are part of it.

How to have a high-performance sales team? 3 Golden Tips! 

In addition to the commercial team management tips listed above, here are 3 bonuses that can help you bring out the best qualities in your team. These are attitudes that demonstrate attention and recognition by the company, and that are directly linked to feelings of motivation and engagement.

See below!

1. Recognize standout behaviors

Recognition of good practices is a consolidated technique in companies. However, in general, it is linked to financial rewards and bonuses, which negatively impacts the willingness of some companies to adopt it — as many claim they do not have the funds to do so.

It is important to understand that the essence of recognizing good practices is showing the organization’s gratitude to the employee, and, above all, encouraging other employees to adopt similar behaviors.

Therefore, the reward in question need not be exclusively financial. It is possible to recognize an employee using the company’s communication channels, granting time off, reducing the workload for a predetermined period or even giving symbolic gifts.

2. Encourage the exchange of information and knowledge

Earlier, we mentioned the importance of collaboration and information exchange between vendors and leaders to maintain healthy sales team management.

However, this exchange of knowledge should not be exclusive to leaders with their teams. It is recommended that employees interact with each other and contribute to the mutual growth of the team.

If your team does not voluntarily exchange information and knowledge, how about encouraging the practice through conversation circles or mentoring programs?

3. Train the team and improve skills 

Providing training and training to develop skills is also a recommendation for companies looking for a high-performance sales team.

For this, it is important to count on the support of suppliers and companies that know the sales environment and, above all, that know how to understand the context of your business, directing training in a personalized way.

We at IEV collect expertise on the subject. For this reason, from 2014 to the present day, we have already surpassed the mark of 450 companies served and 5,000 students.