What can sales managers do to transform team into a "Force"

Sales team can be a team or a FORCE.

"In physics, a force is an influence that can cause an object to change its velocity, i.e., to accelerate, meaning a change in speed or direction, unless counterbalanced by other forces." (wikipedia)

When applied well, the "Sales force"  has the ability to change the course and direction of an organization. Just that the applier (Sales Manager/Leader) has to have the ability to adjust its direction and quantum as per need and have a push and pull mechanism built in to achieve the right result.

So here are a few key mantras for a successful sales leader distilled from years of my experience 

1. Know Your 'FORCE' better

For any 'force' to be effective it is important that the leader understands the constituents of the force aka their team members better. Each team member brings their own push and pull, it is upon the leader to understand the factors, motivations of each individual and get the maximum effort out in the right direction.

2. Assign tasks right and fair. Don't just be fair, be seen as fair.

While all parts of the force are different in their knowledge and application, there needs to be a sense of fairness within the team. Having right balance between all team members in terms of efforts, recognition, rewards and stick creates the sense of fairness. High performing teams cannot have laggards or low performers for long, they will need to be reassigned to other roles according to the strength they possess.

3. Build an environment of Trust

The most common emotion of a successful team is Trust; trust not just on the leader but also other team members. The leader needs to build an environment where members are allowed to make mistakes, without fear of judgement; team members learn from each other’s mistakes and rejoice in each other's success.

One of the most important factors that helps build trust is a clear career path for each individual. This helps quell the insecurities and builds the team further.

4. Take a round table approach

Do you follow a top-down approach or are you willing to listen to the team? How much say does your team have in decision making? Are you willing to collaborate with the team or 'do you know it all'? The answer to these questions can make or break your team.

Team leader needs to be a part of the team as a member and not necessarily as the 'manager'. It is important at times to let the team explore and experiment, leader's role is to channel the discussion towards meaningful action using own experience. Be one of the 'Knights at the round table' and not the king. Ownership of the decision needs to be with the team, eventually delivering better results.

5.  Facilitate independent team connection and sharing of ideas

Team should have the opportunities to connect and share ideas without the fear of being 'reviewed'. Leaders often make the mistake of treating every team meeting as a review meeting. Separate time for sharing of learning, mistakes and ideas is required. A team should regularly take a step back to review WWW (What-Went-Well) and WWW (What-Went-Wrong). Leaders sometimes need to take a backstage and let the team discuss and present the outcome.

To Conclude

Sales team is "Force" that needs to have the 'push and pull'  in the right direction to achieve desired results. Leader is the invisible string puller who lets the team foster ideas and growth, but at the same time, keeps a keen eye on the direction in which the team is.