Sales Manager Best Practices

Successful management includes onboarding, reviewing Command Plans, opportunity coaching, strategic coaching, career development and performance management

Onboarding New Team Members

  • Successful onboarding plays a critical role in getting your team member on the path to success! Before a new team member joins, please review the onboarding process so you know what to expect and can help set expectations with your new hire! The onboarding page has a lot of great resources including links to the Sales specific onboarding issue.
  • For more information on the onboarding process, please feel free to check out the Onboarding Education Session and AMA we had with Sales leaders on June 3, 2020:

Review Account Plans

  • Regularly review account plans with your team. Quarterly reviews of the account plan(s) are recommended. For more information, review the Account Planning Coaching page.

Review Command Plans

  • Regularly review an aggregate of your team’s Command Plans in this Salesforce Report. This will allow you to scan your team’s progress on both a macro and micro level and identify possible information gaps or obstacles that can hinder an opportunity.

Opportunity Coaching

Strategic Coaching

  • Celebrate your wins and socialize success stories to help with motivation across teams
  • Continue to leverage your fellow managers for feedback and input on what is working well
  • Lead with “Why” in team and 1:1 rep discussions (GitLab has done a good job of explaining “Why” for GitLab organizationally, but managers will want to ensure that daily interactions lead with “Why” for teams and individual reps)
  • Enable partner sellers to jointly run deals leveraging Command of the Message and MEDDPPICC
  • Conduct Command of the Message and MEDDPPICC refresh sessions covering 1-2 slides/tools per week

Career Development

Performance Management

Leadership Handbook