Sales Management - Action Plan for Gaining Team Trust & Collaboration

This report provides a detailed action plan for sales managers to enhance trust and collaboration within their sales teams. The introduction emphasizes the importance of trust for achieving sales objectives and fostering team satisfaction. The plan outlines strategies such as fair and principled behavi...Read More

Running Head: Sales management 1
Task 2

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Contents
Action plan for gaining team trust...................................................................................................3
Introduction..................................................................................................................................3
Action plan...................................................................................................................................3
Plan...............................................................................................................................................4
Fair and principled behavior.....................................................................................................4
Clearly communicate expectations...........................................................................................4
Execute.........................................................................................................................................5
Encourage team members........................................................................................................6
Collaboration and support........................................................................................................6
Monitor the progress................................................................................................................7
Providing recognition...............................................................................................................7
References........................................................................................................................................8

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Action plan for gaining team trust
Introduction
In the given case, it important for the sales manager enhances trust and collaboration
among the team members. With the effective team members, there will be high level of
commitment to achieve the common sales objectives. If there will be trust and collaboration, then
team members will experience high level of satisfaction from being the part of and working with
the sales manager. With the collaborative approach, members will work together in the
integrated way and appreciate each other’s strengths. Along with this, there will be high
capability of solving the problems and willingness to act. Sales manager can take effective
decision for the benefits of stakeholders in the business. The effectiveness of the team is the
capacity and ability for achieving the goals and objectives effectively. Sales manager can gain
trust and collaboration by collecting the team that will share responsibilities, tasks and output. By
the proper action plan, sales manager can gain collaboration among team members and provide
various benefits to the stakeholders (Northouse, 2013).
With some effective decisions, sales manager can enhance the values and benefits for the
stakeholders in the business. The manager can take decisions related to learning, business
process, outputs and innovative and creative approach. Firstly, it is important to identify the
objectives of company. So, sales manager would focus on the objectives of the business and
involve the team members in the planning and assessment of work performance for employees.
By effective learning and creative approach, team members can improve their performance that
can benefit to the business and stakeholders (Parris & Peachey, 2013).
Action plan
Team is basically the group of people but they work together for a common objective of
to achieve common aim. So, team members need proper coordination in their task. In a team,
members are independent on each other so, it is necessary to set the formal structure and
collaboration. It is important to set a clear and proper purpose for the team members. Having
proper role, team members can enhance their performance and achieve the organizational goals
effectively. It is well known that without trust, there is no leadership. When the leader establishes
the trust with the team members then it impacts on their productivity (Roe, 2014). In such

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condition, team members feel safe in sharing their opinions and view point without any
retribution and judgment and collaborate on the projects. So, trust and collaboration create highly
motivated and productive workforce. Leadership is only effective when there is trust and
collaboration among team members. Building trust can take some time and efforts to make
collaborative approach among team members. For creating team collaboration and trust, there is
an action plan. In the plan, there are some ideas that need to be improved effectively.
Plan
Fair and principled behavior
For enhancing trust and collaboration in the sales team, fair and principled behavior will
be shown to them. It is important that they follow a principled behavior set by the leader so that
they can achieve the sales objectives. Sales manager will demonstrate core values in front of
team members. Core values will be helpful for the team members to treat each other equally.
Without treating equally, trust can never be possible. For this, manager will demonstrate
effective values, attitude and beliefs in order to gain trust of the team members. Manager will
also take a systematic approach for developing collaboration among the team members. With the
strong leadership development practices, high level of collaboration will be implemented. Sales
manager will set the culture of development and collaboration. Manager will act like a role
model for the team members as he believes that trust is important and it must be priority
(McKenzie & Aitken, 2012).
Clearly communicate expectations
In the company, this thought of become accustomed and rising as a leader can be helpful
in improving trust with the team members. It is crucial to accept the approach, ability and
performs that are significant to function the business at the international level. In the current
scenario, sales manager will efficiently relate his leadership abilities in the diverse circumstances
so that trust and accountability among team members can be improved. New sales manager will
deal with various challenges in the company. In order to tackle with the challenges, he will adopt
effective leadership practices. He will create and implement new vision and mission in the
company and communicate the team members about new objectives. He will initiate the
activities of the organization by the efficient communication. The communication process will
include policies and business plan for the employees from where the tasks and roles start. Along

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with this, he will also evaluate the advantage and disadvantage of the activities by which the
employees’ performance can be enhanced.
One to- Many dialogue- For achieving the sales goals and objectives, sales managers will
communicate to the team members by conducting meetings with them. He will provide proper
guidance to the employees and will play the role as the guide for them by providing appropriate
information and directions also. Along with this, sales manager will also relate a variety of
conceptions in the tactical development procedure to develop effective plans that guide to
manage with the tactical issues.
One to one dialogue- In this procedure, sales manager will communicate with each of the
employee so that he can recognize their troubles and requirements effectively. Further, he will
also develop confidence in the team members. He will attempt to demonstrate the work, clarify
them the everyday jobs and functions, and give efficient guiding principle to attain the objectives
of sales department. He will try to execute suitable plans to administer with the change and keep
the business away from a range of wounded (Hoption, 2014).
Execute
By the effective leadership, individual can encourage and influence other members so
that they can be focused towards achieving their goals and objectives. There are various traits
available in the leadership i.e. knowledge, skills, ethics, values, beliefs and character by which
team members can be motivated. Basically, leadership is effective in improving the social skills
of people without forcing them. Leadership is useful in implementing positive changes for
achieving specific objectives and goals. Leadership is the capability of a person to encourage
people within the group by the innovative thinking (Gill, 2011).
Leadership is an important aspect for the growth and development of team members
within an organization. For achieving the set goals and objectives, leaders are taking new
approaches in this way. Furthermore, in order to create trust and collaboration among team
members, the sales manager will demonstrate his effective leadership roles so that team members
are understandable about their tasks and farm duties for taking tactical decision in the business.
The leadership style accepted by the manager will be carried out by the team members in the
sales department and that has will change the working nature of the overall team. For instance,

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the sales manager will lead all the team members so that they can be focused on retaining the
customers and achieving the sales targets every month. Further, manager is specialists in the
administration and he will ensure that all the team members are completely authenticated, skilled
and participative (Yukl, 2010).
Manager will motivate all the team members by the incentive and reimbursement. For
example, they can get benefits for getting more opportunity, improving the fitness by getting
holiday and reward engaging annuity plan. Further, the leadership style of the sales manager will
also comprise engagement of team members in which they pay attention to the team members for
getting effective ideas to meet sales targets (Van Wart, 2014).
Encourage team members
Sales manager will adopt democratic style of leadership for gaining trust of team
members. This will enable the team members to be a part of the business goals and objectives.
The leadership style of the manager will show its efficiency in the development of the business.
Leader will also be dedicated to assist the team members and hold up to complete their
requirements. Every team member will have their key roles and responsibilities which will be
helpful in achieving their sales targets in the company. Further, leader will also adopt
transactional leadership style also that is helpful in achieving in the sales goals and objectives.
This is basically an outcome based leadership style that is focued on the performance assessment
and remuneration for the team members (Gumusluoglu & Ilsev, 2009). The sales manager will
show his competencies i.e. flexible, continuously innovating and employ new ideas that will be
helpful for him to motivate and encourage the team members. There are four major traits that
present in transformational leadership i.e. trustworthiness, stimulated inspiration, rational
encouragement and individualized focus. In company, sales manager will show highest
intellectual stimulation as his ideas will include team effectiveness, trust and collaboration
(Carmeli, Atwater & Levi, 2010).
Collaboration and support
Manager will develop the trust with the team members by the collaboration and support.
There are some ways by which manager will make collaborations-

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Brain storming- Collaboration will allow the team members to gain the platform so that team
members can achieve the sales goals by thinking, brain storming and providing various
perspectives.
Providing values- Manager will motivate the team members with the sense of purpose. The
team member will enhance the value by working together and provide mutual benefits to the
stakeholders (Voegtlin, Patzer & Scherer, 2012).
Equal opportunity- Trust and collaboration will be gained by providing equal opportunity to the
team members. Manager will communicate ideas and provide them opportunity to participate
equally.
Monitor the progress
For the sales manager, it is important to measure and analyze the performance of sales
team so that sales targets can be achieved and contribution of sales team members can be
analyzed effectively. There are various ways by which the performance of sales target will be
measured. In the organization, performance of the sales team will be analyzed by four ways.
 Quantity- This will include revenue generated, sales volume, accounts acquired etc.
 Quality- This will include Customer relationship and satisfaction, and margin achieved.
 Timeliness- This will include reports and results on time, and
 Cost effectiveness- This will include performance within set expenses budget.
Providing recognition
After achieving the objectives, it is important to provide recognition to the employees in
order to motivate them for future. Sales manager will use effective way to give recognition to the
employees.
 Using appreciative words for the employees who done outstanding jobs,
 Stating what is done that is being recognized,
 Explaining the behavior and point out the value that is added by the team with behavior
in organization,
 Provide monetary and non-monetary rewards and benefits to the employees.

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So, Sales manager will take effective decision for the benefits of stakeholders in the business.
The effectiveness of the team is the capacity and ability for achieving the goals and objectives
effectively. Sales manager would focus on the objectives of the business and involve the team
members in the planning and assessment of work performance for employees. Sales manager
will set a clear and proper purpose for the team members. Having proper role, team members can
enhance their performance and achieve the organizational goals effectively.

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References
Carmeli, A., Atwater, L., & Levi, A. (2010). How leadership enhances employees’ knowledge
sharing: the intervening roles of relational and organizational identification. 36(3). 257-
274.
Gill, R. (2011). Theory and Practice of Leadership. London: Sage.
Gumusluoglu, L., & Ilsev, A., (2009). Transformational leadership, creativity, and organizational
innovation. Journal of Business Research. 62. 461-473.
Hoption, C. (2014). Learning and Developing Followership. Journal of Leadership Education.
13(3).
McKenzie, J. & Aitken, P. (2012). Learning to lead the knowledgeable organization: Developing
leadership agility. Strategic HR Review. 11(6). pp. 329-334.
Northouse, P.G., (2013). Leadership: Theory and Practices. (7th). USA: Sage Publication.
Parris, D. L., & Peachey, J. W., (2013). A systematic literature review of servant leadership
theory in organizational contexts. Journal of business ethics. 113(3). 377-393.
Roe, K. (2014). Leadership Practice and Perspectives. London: Oxford.
Van Wart, M., (2014). Dynamics of leadership in public service: Theory and practice.
Routledge.
Voegtlin, C., Patzer, M., & Scherer, A. G. (2012). Responsible leadership in global business: A
new approach to leadership and its multi-level outcomes. Journal of Business Ethics.
105(1). 1-1
Yukl, G., (2010). Leadership in Organizations. (7th). Pearson Higher Education: Global Edition.

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