{"id":43645,"date":"2020-09-08T19:29:03","date_gmt":"2020-09-08T19:29:03","guid":{"rendered":"\/us\/en\/blog\/?p=43645"},"modified":"2025-11-24T20:19:30","modified_gmt":"2025-11-25T04:19:30","slug":"sales-management","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-management\/","title":{"rendered":"Sales management: a guide for small businesses"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">A successful and sustainable business depends on one thing: <\/span><b>sales.\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">If a company isn\u2019t selling their products or services, it doesn\u2019t matter how \u201cgreat\u201d or \u201cdifferent\u201d they are. Without connecting with people who actually want to purchase what they\u2019re offering, the business is never going to get off the ground.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But sales is a complicated process. It\u2019s more than just exchanging an item for money\u2014there\u2019s finding the right leads, managing the sales team, and continuously engaging with customers to encourage them to buy again.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In order for a business (regardless of size or industry) to be successful, it needs strong sales management.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sales management is an all-encompassing term that includes the process of hiring, training, and managing sales teams, as well as implementing new sales techniques, measuring how well a team or individual is performing, and tracking sales initiatives to see if targets or goals are being met.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But what does this really look like for a small business\u2014especially one just getting off the ground? Keep reading to find out:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><a href=\"#why\"><span style=\"font-weight: 400;\">Why is sales management important?\u00a0<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#what\"><span style=\"font-weight: 400;\">What does sales management look like?<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#how\"><span style=\"font-weight: 400;\">How to create an effective sales management process<\/span><\/a><\/li>\n<\/ul>\n<hr \/>\n<p class=\"p1\">Up your team&#8217;s sales game and help them close more deals with these free cold outreach scripts. \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69d498c6457ab\" id=\"69d498c6457ab\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d498c6457ab.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Need fresh ideas for how to connect with prospects while setting up your deals for success? Download this cold outreach playbook now! <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get it now\">Get it now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d498c6457ab.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy selling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<h2><span style=\"font-weight: 400;\"><a id=\"why\"><\/a><br \/>\nWhy is sales management important?\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Take a minute to imagine your sales team. Regardless of how big (or small) it is, your sales reps probably have different personalities, selling styles, or tactics that make them good at their jobs. Having a team that looks and acts a little different can be great for closing deals.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But without any guidelines or standardized processes, your sales team can feel disjointed. If they\u2019re all sharing different information, logging their deals in different systems, or just working completely on their own, sales can be inefficient and difficult to keep an eye on.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is where sales management comes in. Sales management adds some structure to your sales process\u2014directly benefiting everyone from your customer base to your business owner.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Good sales management benefits your customers\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">When customers engage with your sales team, they learn to expect the same interactions, information, and processes regardless of who they talk to. If they call one day and talk to Salesperson Tom, they\u2019re going to expect the same level of helpfulness and friendliness from Salesperson Sally.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Without sales management, it&#8217;s harder to maintain consistency between teams. A prospect might not get the same experience each time they call and ask for help, and with salespeople operating from their own processes and content, the support the prospect receives can be hit or miss. In the end, the lack of consistency and reliability can push the them away\u2014potentially for good.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sales management processes help put that standardization in place so prospects know exactly what they\u2019re getting every time they reach out. While your sales team might still have their own personalities, they\u2019ll be working from the same systems and content, so support can be more consistent.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Good sales management benefits your sales team<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">A job in sales is often pretty independent. While teams may try and meet quotas together, actual sales usually happen one-to-one.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Without clear management processes, this means salespeople need to discover their own way of doing things or rely on a more senior team member to take them under their wing. This can not only create unproductive competition and resentment in the department, but means sales professionals might prioritize their own success over the success of the team.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A good sales manager brings every team member on the same page. Because you\u2019re tracking, training, and supporting each sales team member in the same way, your team can start empowering\u2014rather than competing\u2014with one another.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Good sales management benefits the company&#8217;s owner<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Implementing new management systems can be a bit of a headache. It often requires new tools and training, and always takes a bit of time for the team to get used to.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But with effective sales management, the end result is usually more productive team members and happier customers. With the right sales management processes in place, your team can sell more products, customers will feel more confident in their purchasing decisions, and the company as a whole will produce more revenue.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"what\"><\/a><br \/>\nWhat does sales management look like?\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">\u201cManagement\u201d sounds like a big thing that&#8217;s kind of fuzzy and not exactly concrete when it comes to what you need to do. But sales management can actually be broken down into three main parts:\u00a0<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Operations\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Strategy<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Analysis<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">Let\u2019s take a closer look at what each of these mean and what management looks like at each stage.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">1. Operations<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Your sales operations are essentially your sales team: who they are, how they work, and how they develop their skills and gain experience. The first part of your management process is to figure out what your sales team looks like. And that starts with onboarding.\u00a0<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">Onboarding\u00a0<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Properly managing your sales process begins with finding and hiring the right talent. While in sales it might be tempting to bring on new hires with the best sales record, that\u2019s not always the best decision for building your team.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your sales team is representative of your brand. They\u2019re often the first face a prospect sees within your company, so you need to think about the image they\u2019re projecting. If they\u2019re just using whatever tactic possible to close a deal, you could end up with a bad reputation (and tanking your customer <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-retention-rate\/\" target=\"_blank\" rel=\"noopener noreferrer\">retention rate<\/a>).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When finding and onboarding talent, think of each salesperson as an extension of your company. Make sure they have the right skills and experience, but also that they\u2019re the kind of person you want representing your company.\u00a0<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">Training\u00a0<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Once you\u2019ve assembled your sales team, you want to be sure they\u2019re all up to speed on how they should be working. While we will talk about how to set your <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-strategy\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales strategy<\/a> and the processes that go along with that, you want to get your sales team the appropriate training so they can start <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-pitch\/\" target=\"_blank\" rel=\"noopener noreferrer\">pitching<\/a> as soon as possible.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Train your team on the systems and tools they\u2019ll be using, as well as how they can work together as a team. Rather than viewing each salesperson as an independent rep, imagine them all as pieces of the same machine. They should function best when working together.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">How can they sell as a team? How can they share information about prospects and potential customers to close more deals\u2014together?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is one area where technology is really underrated\u2014having a good <a href=\"https:\/\/www.ringcentral.com\/outbound-contact-center.html\">outbound contact center<\/a> tool can be a huge help for, say, logging the most successful scripts for your reps, your prospects\u2019 communication preferences, and so on:<\/span><\/p>\n<p>&nbsp;<\/p>\n<p><iframe sandbox=\"allow-scripts allow-same-origin allow-presentation\" title=\"Blended Outbound Cloud Contact Center | RingCentral Engage Voice\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/bAaEj0aBBPA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen sandbox=\"allow-same-origin allow-scripts allow-presentation\"><\/iframe><\/p>\n<p>&nbsp;<\/p>\n<h4><span style=\"font-weight: 400;\">Setting goals\u00a0<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Quotas and <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-targets\/\" target=\"_blank\" rel=\"noopener noreferrer\">targets<\/a> are a big part of a sales team moving a company forward, but setting those goals needs to be a strategic process. Sure, selling more always sounds better and you want to make as many deals as possible, but if you\u2019re setting your team up to fail, you might end up demoralizing them\u2014which isn&#8217;t going to help your numbers.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t just give your team a target and tell them to get there by any means necessary. As a sales manager or business owner, it\u2019s your job to help them reach their goals. Help them find the motivation, train them on how to <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">run a great sales demo<\/span><\/a><span style=\"font-weight: 400;\">, and support them through mentorships or coaching that they need.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And be sure to track and analyze your sales success (we\u2019ll get to that in a bit).\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">2. Strategy\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Your team is in place, they\u2019re ready to go, and they know what targets they need to reach\u2014now all they need is the strategy to make that happen.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your sales strategy is how you sell, or your \u201csales pipeline.\u201d It\u2019s a visual representation of the different phases of your sales process, from <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-prospecting\/\" target=\"_blank\" rel=\"noopener noreferrer\">prospecting<\/a> to closing the deal, as well as a breakdown of what happens at each phase.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The sales pipeline should guide your team through the selling process. Not only should it tell them what questions their customer might be asking at each phase or what content they might be looking for, but it should also tell them when a customer is ready to move on to the next phase of the process.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Managing the strategy means looking into the little details, behaviors, and needs of each client during each sales pipeline phase. When does someone move from a lead to a prospect? What makes them qualified? Where might customers not be getting the support they need? These are all questions you need to answer.\u00a0<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>\ud83d\udca1 Pro-tip:\u00a0<\/b><\/div>\n<p>Don\u2019t try to do this part alone. Bring your sales team in on the strategizing process. Getting insight from everyone who is working directly with clients can bring new perspectives, alternative solutions, or just new ideas to your sales strategy\u2014keeping your pipeline as functional as possible.<\/p>\n<\/div>\n<h3><span style=\"font-weight: 400;\">3. Analysis\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The management process isn\u2019t over when the customer makes a purchase. Now\u2019s the time to judge your performance.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Analyzing each sale, how smoothly it moved through the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-funnel\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales funnel<\/a>, or what snags it hit along the way lets you go back and change what\u2019s necessary and strengthen what already works.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But proper analysis is more than just saying something is \u201cgood\u201d or \u201cbad.\u201d Here\u2019s how to conduct a good analysis of your sales <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\"><span style=\"font-weight: 400;\">process<\/span><\/a><span style=\"font-weight: 400;\">:\u00a0<\/span><\/p>\n<ul>\n<li><b>Know your KPIs. <span style=\"font-weight: 400;\">Your key performance indicators (KPIs) are the metrics you\u2019ve deemed most important to your sales process. Average deal size, conversion rate, number of deals in your funnel, or average deal lifetime are all metrics you could use to get started, but regardless of where you begin, you need to <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-kpis\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">know your KPIs<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/b><\/li>\n<\/ul>\n<ul>\n<li><strong>Track your info in a centralized location.<\/strong> <span style=\"font-weight: 400;\">Your team should already be using a CRM or communication <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/communication-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">tool<\/span><\/a><span style=\"font-weight: 400;\"> to manage leads, conversations, and deals, so keeping all your info compiled in one place should be a given. To make your life even easier, make sure that the tool has strong reporting features. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n<ul>\n<li><strong>Look at every conversation\u2014not just your deals.<\/strong> <span style=\"font-weight: 400;\">If you\u2019re only tracking your wins, you\u2019re missing a lot of extremely valuable information about your sales process. Look into what went right\u2014and wrong\u2014in the conversations that never turned into purchases. Were they not the right fit, or did your process fail them somehow? <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n<ul>\n<li><strong>Evaluate the team as a whole, but also as individuals.<\/strong> <span style=\"font-weight: 400;\">Knowing how the team is working together is important for creating a team that thrives, but knowing how each individual is performing can help you find team members who might need additional help or support. Look at how the team is meeting quotas and goals, but also look for outliers who might need a little extra coaching or <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/motivational-sales-meetings-ideas\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">motivation<\/span><\/a><span style=\"font-weight: 400;\">.<br \/>\n<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<li><strong>Hold pipeline review meetings.<\/strong> <span style=\"font-weight: 400;\">A pipeline review <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-meetings\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">meeting<\/span><\/a><span style=\"font-weight: 400;\"> is your opportunity to sit down with a sales rep to go through their progress, identify areas for growth, and figure out ways to improve the sales pipeline. Like a performance review, the pipeline review should be productive for both parties and provide insight that normal one-to-one conversations can\u2019t provide.\u00a0<\/span><\/li>\n<\/ul>\n<h2><span style=\"font-weight: 400;\"><a id=\"how\"><\/a><br \/>\nHow to create an effective sales management system\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">So, how do you actually manage the operations, strategy, and analytics of your sales team? Let\u2019s dive into the steps to follow to create an effective sales management process.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">1. Use the right tools\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If you try to manage a sales team without the right <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-enablement-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">sales enablement tools<\/span><\/a><span style=\"font-weight: 400;\">, you\u2019ll spend your entire week updating spreadsheets. Putting the right tools in place from the very beginning can make a world of difference when managing your team.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, what <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">tools<\/span><\/a><span style=\"font-weight: 400;\"> do you actually need? Here\u2019s a basic list to get you started:\u00a0<\/span><\/p>\n<ul>\n<li><b>CRM. <span style=\"font-weight: 400;\">A CRM helps you keep track of all your leads, prospects, and clients so you never forget to <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-follow-up-emails\/\" target=\"_blank\" rel=\"noopener noreferrer\">follow up<\/a> on a conversation or send the information you promised to a potential client. For example, Salesforce, <a href=\"https:\/\/www.hubspot.com\/products\/sales\">Hubspot<\/a>, and Agile CRM are three popular CRMs that track all your prospects\u2019 details, from phone numbers to company information. One tip is to connect your CRM with your <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/find-best-phone-service-for-small-business\/\" target=\"_blank\" rel=\"noopener noreferrer\">phone<\/a> system so that you can dial prospects right from your CRM&#8217;s dashboard:<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/agile-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\"> <img decoding=\"async\" class=\"alignnone size-large wp-image-43646\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/agile-crm-RingCentral-integration-1-1024x562.png\" alt=\"agile CRM sales management tool\" width=\"1024\" height=\"562\" \/><\/span><\/a><\/b><\/li>\n<\/ul>\n<ul>\n<li><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-territory-mapping-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales territory mapping software<\/a>. <span style=\"font-weight: 400;\">If your customers or clients are spread out across a large geographical region (or maybe even located all around the world), then you might need territory mapping software to help manage your sales reps in different cities. For example, if you produce ice cream and need salespeople to get your ice cream in Whole Foods and smaller shops across the country, this software can help you keep track of all your sales territories.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n<ul>\n<li>Communication software. <span style=\"font-weight: 400;\">These days, having the ability to talk with a client when you can\u2019t meet face-to-face is crucial. A <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/communication-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">communications platform<\/span><\/a><span style=\"font-weight: 400;\"> that lets you host <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/video-call.html\">video calls<\/a>, send messages, and organize all your correspondence can help sales teams stay in touch and keep track of the conversations they\u2019re having:<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><iframe sandbox=\"allow-scripts allow-same-origin allow-presentation\" title=\"RingCentral app for Desktop: Message. Video. Phone.\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/EbIAZJd9rCU?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen sandbox=\"allow-same-origin allow-scripts allow-presentation\"><\/iframe><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/li>\n<\/ul>\n<ul>\n<li>Document tracking. <span style=\"font-weight: 400;\">When you land a deal, there is often a lot of paperwork to sign. A document tracking and e-signature app, like DocuSign, helps you manage and store all of that online:<br \/>\n<img decoding=\"async\" class=\"alignnone size-large wp-image-43647\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/docusign-sales-management-tool-1024x565.png\" alt=\"docusign sales management tool\" width=\"1024\" height=\"565\" \/><\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n<ul>\n<li><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/best-customer-service-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">Customer support software<\/a>. <span style=\"font-weight: 400;\">While customer support might not be directly related to the sales team, if you want repeat customers, you better have a strong customer support system in place. Proper software helps you manage inquiries from different platforms, keep logs on when and how different customers connect, and provide better service to customers who need it. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<li>Analytics and reporting. <span style=\"font-weight: 400;\">Sales reporting tools turn your data into information you can use. It helps you identify if you\u2019re on target, if you need to make changes to your strategy, or if that new tactic you implemented is working as well as you hoped.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Now, this can feel like a lot. But when you select a tool that can handle most of these tasks on its own, it\u2019s a lot less overwhelming. For example, <a href=\"https:\/\/www.hubspot.com\/products\/sales\">HubSpot<\/a> packs CRM, sales analytics, and customer communication tools into a unified sales software solution. RingCentral also lets you do multiple things in one app (make phone calls, have video conferences, do screen sharing&#8230;)\u2014and even integrates with your favorite tools so you can still have all your information in one place.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let&#8217;s say you\u2019re a fan of Zoho as your CRM. You can integrate it with <\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/zoho-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">RingCentral<\/span><\/a><span style=\"font-weight: 400;\"> to call your prospects and clients\u2014right from your Zoho dashboard. Share your screen, or even review documents like contracts or proposals to make closing your deal more efficient:<\/span><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/zoho-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-large wp-image-40151\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/zoho-1024x515.png\" alt=\"sales pipeline tool - zoho and ringcentral integration\" width=\"1024\" height=\"515\" \/><\/a><\/p>\n<h3><span style=\"font-weight: 400;\">2. Give your team structure\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Everyone on your team shouldn\u2019t just be a \u201csalesperson.\u201d Having some structure to your team can help newer employees know who to go to for help and give more senior team members the recognition they deserve.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Give each member of your team a title to match their work and experience, but also think about how your team will sell to customers. Will different sales reps be responsible for different geographic areas or companies in different industries? Should you have one or two people focus on selling specific products?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Establishing this structure also helps your team stay focused. If each team member has a specific product or group of products they\u2019re selling to a predetermined group of people, day-to-day operations can feel less overwhelming for them and make them more productive. It can also make sure you\u2019re covering all your bases.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">3. Set goals\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Goal setting is crucial for building successful sales teams. However, you want to go beyond just \u201cselling $X in Y days.\u201d\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Setting different kinds of goals, including team or individual goals, can create a more comprehensive way to measure your growth. For example, if you\u2019re just measuring monthly sales <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-goals\/\" target=\"_blank\" rel=\"noopener noreferrer\">goals<\/a>, you might ignore that your business has busy and slow seasons, which are important for projecting.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But if you\u2019re using both monthly and annual goals, you can determine which months are better for business while still focusing on your larger yearly target.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some of the different goal types to consider:\u00a0<\/span><\/p>\n<ul>\n<li><b>Monthly goals. <span style=\"font-weight: 400;\">Setting specific goals for each month can help break down annual targets so they seem more manageable. They help set the pace for how your team should be selling. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/b><\/li>\n<\/ul>\n<ul>\n<li><strong>Activity goals<\/strong>. <span style=\"font-weight: 400;\">Just measuring deals only gives you a small snapshot of a big process. Activity goals, such as how many sales calls per day a rep should make, lets you track different levels of the sales <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-pipeline\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">pipeline<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n<ul>\n<li><strong>Win rate goals.<\/strong> <span style=\"font-weight: 400;\">Win rate tells you the percentage of prospects you turn into customers in a given period of time. Win rate goals make your selling more efficient, helping you identify if you\u2019re wasting too much time trying to convert leads who will never be interested.<br \/>\n<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<li><strong>Stretch goals.<\/strong> <span style=\"font-weight: 400;\">Stretch goals are lofty goals that take a little bit of extra effort to achieve. Setting a stretch goal that\u2019s just above your primary goal can help you build extra momentum\u2014especially if there is an incentive to reach that higher target.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Make sure the goals you set are realistic, clear, and measurable. There shouldn\u2019t be any question if a goal was met or not.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">4. Don\u2019t stop training\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Training is often a major part of the onboarding process, but after a week or two of getting familiar with the business, it just stops.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Great sales teams keep training going, even for the most senior members of the team. Introducing your sales team to new <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-techniques\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">techniques<\/span><\/a><span style=\"font-weight: 400;\">, practices, and even new <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">technology<\/span><\/a><span style=\"font-weight: 400;\"> can help them stay on their toes.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make training an ongoing part of your sales management strategy. This could be something as simple as regular role-playing sessions, or encouraging team members to share their tips and tricks.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Mentoring is another great way to make sure your sales team is always learning. Pairing newer sales professionals with more experienced team members can also get your entire team engaged with their growth.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">5. Constantly reevaluate your sales pipeline\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Your sales pipeline is the backbone of your sales team. It guides them through the decisions they make, how they connect with a prospect, and what information they provide to move that person closer to becoming a customer.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But it shouldn\u2019t be written in stone. In fact, the pipeline needs to stay relatively fluid if you want it to keep working.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Imagine your pipeline like the drain in your sink. When it\u2019s clean and well maintained, it allows water to flow easily through it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What happens when it\u2019s neglected? It builds up with dirt, hair, and gunk until eventually you have a clog. It might still let some water through, but it\u2019s not easy. Most of the water pools in your sink with nowhere to go.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Or a pipe breaks. At first, it\u2019s just a few drops of stray water, so you fix it with some tape and maybe a bucket to catch what slips by. This band-aid solution works for a time, but eventually you\u2019ll come home to a flooded bathroom.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As the sales manager, it\u2019s your job to keep your sales pipeline from getting backed up. Not only do you need to remove the stuff (bad leads) that might eventually lead to a clog, you need to look for the broken pieces and repair them before anything catastrophic happens.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">How will you manage your sales team?\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Sales management isn\u2019t an easy job. With a lot of different moving parts to keep your eye on, trying to do it without some help will have you pulling your hair out in just a few days.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Luckily, you don\u2019t need to manage your sales team with spreadsheets and sticky notes. With the right tools in place, you can keep an eye on all your contacts, manage your reports, and make sure all your team members have access to the training that they need.\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A successful and sustainable business depends on one thing: sales.\u00a0 If a company isn\u2019t selling their products or services, it doesn\u2019t matter how \u201cgreat\u201d or \u201cdifferent\u201d they are. Without connecting with people who actually want to purchase what they\u2019re offering, the business is never going to get off the ground.\u00a0 But sales is a complicated &#8230;<\/p>\n","protected":false},"author":29,"featured_media":43648,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-43645","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales management: a guide for small businesses | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-management\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales management: a guide for small businesses\" \/>\n<meta property=\"og:description\" content=\"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-management\/\" \/>\n<meta property=\"og:site_name\" content=\"RingCentral Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/ringcentral\" \/>\n<meta property=\"article:published_time\" content=\"2020-09-08T19:29:03+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-11-25T04:19:30+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"930\" \/>\n\t<meta property=\"og:image:height\" content=\"700\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"RingCentral Team\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:site\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"RingCentral Team\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"17 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#article\",\"isPartOf\":{\"@id\":\"\/us\/en\/blog\/sales-management\/\"},\"author\":{\"name\":\"RingCentral Team\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/65a168321317ffd562e0d77745f1b358\"},\"headline\":\"Sales management: a guide for small businesses\",\"datePublished\":\"2020-09-08T19:29:03+00:00\",\"dateModified\":\"2025-11-25T04:19:30+00:00\",\"mainEntityOfPage\":{\"@id\":\"\/us\/en\/blog\/sales-management\/\"},\"wordCount\":3428,\"publisher\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage\"},\"thumbnailUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg\",\"keywords\":[\"sales\"],\"articleSection\":[\"Business &amp; leadership\",\"Sales\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"\/us\/en\/blog\/sales-management\/\",\"url\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/\",\"name\":\"Sales management: a guide for small businesses | RingCentral Blog\",\"isPartOf\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage\"},\"thumbnailUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg\",\"datePublished\":\"2020-09-08T19:29:03+00:00\",\"dateModified\":\"2025-11-25T04:19:30+00:00\",\"description\":\"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.\",\"breadcrumb\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage\",\"url\":\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg\",\"contentUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg\",\"width\":930,\"height\":700,\"caption\":\"sales management header\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"\/us\/en\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales management: a guide for small businesses\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#website\",\"url\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/\",\"name\":\"RingCentral Blog\",\"description\":\"Intelligent Communications\",\"publisher\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\",\"name\":\"RingCentral\",\"url\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/logo\/image\/\",\"url\":\"\/us\/en\/blog\/wp-content\/uploads\/2025\/04\/ringcentral-logo.png\",\"contentUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2025\/04\/ringcentral-logo.png\",\"width\":2048,\"height\":309,\"caption\":\"RingCentral\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/www.facebook.com\/ringcentral\",\"https:\/\/x.com\/ringcentral\",\"https:\/\/www.linkedin.com\/company\/ringcentral\/\",\"https:\/\/www.instagram.com\/ringcentral\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/65a168321317ffd562e0d77745f1b358\",\"name\":\"RingCentral Team\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g\",\"caption\":\"RingCentral Team\"},\"sameAs\":[\"https:\/\/www.ringcentral.com\"],\"url\":\"\/us\/en\/blog\/author\/ringcentral-team\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Sales management: a guide for small businesses | RingCentral Blog","description":"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-management\/","og_locale":"en_US","og_type":"article","og_title":"Sales management: a guide for small businesses","og_description":"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.","og_url":"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-management\/","og_site_name":"RingCentral Blog","article_publisher":"https:\/\/www.facebook.com\/ringcentral","article_published_time":"2020-09-08T19:29:03+00:00","article_modified_time":"2025-11-25T04:19:30+00:00","og_image":[{"width":930,"height":700,"url":"https:\/\/www.ringcentral.com\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","type":"image\/jpeg"}],"author":"RingCentral Team","twitter_card":"summary_large_image","twitter_creator":"@ringcentral","twitter_site":"@ringcentral","twitter_misc":{"Written by":"RingCentral Team","Est. reading time":"17 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#article","isPartOf":{"@id":"\/us\/en\/blog\/sales-management\/"},"author":{"name":"RingCentral Team","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/65a168321317ffd562e0d77745f1b358"},"headline":"Sales management: a guide for small businesses","datePublished":"2020-09-08T19:29:03+00:00","dateModified":"2025-11-25T04:19:30+00:00","mainEntityOfPage":{"@id":"\/us\/en\/blog\/sales-management\/"},"wordCount":3428,"publisher":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization"},"image":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage"},"thumbnailUrl":"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","keywords":["sales"],"articleSection":["Business &amp; leadership","Sales"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"\/us\/en\/blog\/sales-management\/","url":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/","name":"Sales management: a guide for small businesses | RingCentral Blog","isPartOf":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage"},"image":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage"},"thumbnailUrl":"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","datePublished":"2020-09-08T19:29:03+00:00","dateModified":"2025-11-25T04:19:30+00:00","description":"Learn how to manage sales as a small business, from managing people to prospecting to building pipeline and using the right sales enablement tools.","breadcrumb":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#primaryimage","url":"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","contentUrl":"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","width":930,"height":700,"caption":"sales management header"},{"@type":"BreadcrumbList","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-management\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"\/us\/en\/blog\/"},{"@type":"ListItem","position":2,"name":"Sales management: a guide for small businesses"}]},{"@type":"WebSite","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#website","url":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/","name":"RingCentral Blog","description":"Intelligent Communications","publisher":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization","name":"RingCentral","url":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/logo\/image\/","url":"\/us\/en\/blog\/wp-content\/uploads\/2025\/04\/ringcentral-logo.png","contentUrl":"\/us\/en\/blog\/wp-content\/uploads\/2025\/04\/ringcentral-logo.png","width":2048,"height":309,"caption":"RingCentral"},"image":{"@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/ringcentral","https:\/\/x.com\/ringcentral","https:\/\/www.linkedin.com\/company\/ringcentral\/","https:\/\/www.instagram.com\/ringcentral"]},{"@type":"Person","@id":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/65a168321317ffd562e0d77745f1b358","name":"RingCentral Team","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g","caption":"RingCentral Team"},"sameAs":["https:\/\/www.ringcentral.com"],"url":"\/us\/en\/blog\/author\/ringcentral-team\/"}]}},"rc_img_url":"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/930x700_GettyImages-1132119342.jpg","rcblog_by_author":"<a href=\"\/us\/en\/blog\/author\/ringcentral-team\/amp\" data-dl-events-click=\"true\" data-dl-element=\"link\"><span class=\"image\"><img src=\"https:\/\/secure.gravatar.com\/avatar\/9a8d989fa7e72af5bd5cf487cf7080318b695de4be89de382c5e64305dd0249c?s=96&d=mm&r=g\" alt=\"\" width=\"30\" height=\"30\" layout=\"fixed\"><\/img><\/span><span class=\"by-author-name\">RingCentral Team<\/span><\/a>","rc_author_full_name":"RingCentral Team","rc_author_avatar":"\/us\/en\/blog\/wp-content\/uploads\/2022\/02\/ringcentral-logo-new.png","rc_author_link":"\/us\/en\/blog\/author\/ringcentral-team\/amp","rc_post_categories":"<a href=\"\/us\/en\/blog\/category\/trending\/business-leadership\/amp\">Business &amp; leadership<\/a><a href=\"\/us\/en\/blog\/category\/roles\/sales\/amp\">, Sales<\/a>","amp_link":"\/us\/en\/blog\/sales-management\/amp","excerpt_title":"Sales management: a guide for small businesses","_links":{"self":[{"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/posts\/43645","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/users\/29"}],"replies":[{"embeddable":true,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/comments?post=43645"}],"version-history":[{"count":0,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/posts\/43645\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/media\/43648"}],"wp:attachment":[{"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/media?parent=43645"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/categories?post=43645"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/wp-json\/wp\/v2\/tags?post=43645"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}