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Mike Lieberman, CEO and Chief Revenue ScientistMon, Nov 27, 2017 3 min read

Why Your Sales Team Needs Direct Management

{}Have you considered how well your sales team is equipped to nurture and close inbound leads? You could have an all-star lineup of sales people, but unless they have the right tools to build meaningful relationships with prospects, you won’t be seeing an increase in sales. That’s why you need the right sales enablement tools and direct management to optimize your inbound sales.

If you want to know how direct management can significantly boost the performance of your sales people, keep on reading.

Align Your Sales and Marketing Departments

Part of why your inbound marketing campaigns are failing is likely because your sales and marketing teams are at odds with each other. Despite having similar goals, both sales and marketing often view each other as competitors.

One recent survey noted the strained relationship between these two departments is due to communication. In fact, 51 percent of marketers responded that they’re “not satisfied with the level of communication between teams” while 53 percent of sales people “are not pleased with marketing’s support.” Talk about a standoff! 

Luckily, direct management, which emphasizes ongoing training, coaching, and advising from the start of your inbound strategy, can relieve the tensions between sales and marketing. Your sales and marketing people will learn how their roles are equally important and how effective communication can help both teams succeed.

Reach out at the Right Time with the Right Content

When you directly manage your sales team’s inbound selling efforts, you can ensure initial and follow-up contacts with prospects go smoothly. Every contact your reps have with leads will be valuable. 

Sales enablement services like direct management can grow your business because these services recognize customers and their buying signals. 

A sales manager can ensure your reps are reaching out to the right people, at the right time, with the right content and advice. This will ensure your reps don’t lose sales due to timing or poor content choice.

Optimize Your Productivity

Direct management will keep your sales people’s performance levels high. That sounds like a lofty claim but think about it. If your sales team is always aware of current inbound selling best practices thanks to the sales manager, they’ll know how best to allocate their time and resources. Not to mention, they will streamline their daily tasks and sales activities. A sales manager can also implement better tools and technologies to reduce administrative burdens and save time.

In addition, a sales manager can keep track of sales people’s goals and targets to ensure they’re selling at the highest velocity.

You need an experienced manager directly managing your sales team. This direct management will help ensure sales people have the right tools, advice, and support to optimize their productivity and boost sales.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.