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Sales & Marketing Management "Best Practices"

By: Angelique Caffrey - Updated: 17 Oct 2012 | comments*Discuss
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The term “best practices” is often used when speaking about particular work-related functions. In the case of this article, it’s used to discuss some ways (new and old) that sales and marketing managers can ensure that their departments – and personal careers – shine.

As you read through this listing of “best practice” ideas, ask yourself these questions:

  • Am I implementing these practices? If not, can/should I?
  • If we’re implementing these practices, are we doing so as efficiently as possible?
  • How can I make these practices work for my department/company?

10 Sales and Marketing “Best Practices” for Managers

1. Foster a team environment. No one likes to feel as if they are unimportant. If you want a tight sales and marketing department, you’ll need to make certain each person feels empowered and appreciated.

2. Be a fair leader. Do you have a habit of allowing some team members to “get away” with too much because it’s simply easier (or you like them as friends)? While a little of this is to be expected, as in the case of allowing a model employee to take off early one day without having to make up the time, it’s not the best way to keep a team running smoothly.

3. Stop problems immediately. If you notice hostility between employees, nip it in the bud as soon as you can. As much as you’d like personnel (or client-employee) problems to “go away”, they won’t without some kind of intervention.

4. Continuously learn… then teach. The world of sales and marketing is always evolving, and you need to stay on top of that evolution. But you also need to share the information that you gather. Don’t hide facts and statistics from your staff members; instead, be open about what you know and your whole team will prosper.

5. Celebrate together. When a sales or marketing initiative makes a splash, celebrate the success as soon as you can. Even if it’s just with an impromptu luncheon or catered breakfast meeting, it will make everyone feel stronger and valued.

6. Treat your clients like the gems they are. Without customers, you and your sales marketing employees would have no reason to come to work. So make certain you thank your clientele at every turn. Never take them for granted, or they just might decide that the grass is greener somewhere else!

7. Listen to your employees, colleagues and clientele. When someone asks for your ear, give it to him or her fully. By actively hearing what is being said to you, you’ll be in a much better position to offer a solution… or simply be a non-judgmental sounding-board.

8. Think of the company. It’s easy to picture your “company” as a faceless behemoth, but never forget that as the company goes, so goes its employees (including you!) If you do not offer your best to your employer, your employer cannot and will not offer its best (especially in terms of pay and promotion opportunities) to you.

9. Stick up for your sales and marketing ideas. This can be tough for sales marketing manager to do, especially if higher-ups are less-than-thrilled about a new marketing technique or sales initiative. However, if you believe in a programme that your sales and/or marketing team created, it’s up to you to “sell” that programme to your bosses. And if it flops, take full responsibility and then move forward.

10. Keep an even temper. There are always stories of “hot head” sales and marketing managers who are revered and feared, but let’s face it – do you really think that all that reverence is genuine? Instead of being a “knee-jerk” supervisor whose temper is legendary, learn to keep an emotional balance. You’ll not only be a better asset to your company, but you’ll also be a more pleasant person with whom to work.

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