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
- Check out the Opportunity Consults Handbook page
- Regularly leverage the Command of the Message and MEDDPPICC Sales Manager Materials (internal only).
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
- Leverage GitLab’s Career Development resources
Performance Management
- Performance Assessment and Succession Planning
- Performance Management Overview for Sales Managers (May 2020, 18 minutes, private)
Leadership Handbook
- For additional leadership resources, check out the Leadership handbook
Last modified June 27, 2024: Fix various vale errors (
46417d02)
