In an ideal world, your salespeople are able to focus solely on sales and can work without any administrative or technical responsibilities bogging them down. This is the goal for most sales organizations, and while it may not be attainable, they do what they can to get as close to that ideal as possible. One way that they do this is through something known as sales support.

Sales support is a group of employees who handle the back-end administrative tasks associated with your sales tools. They will also prepare, customize, and send sales materials on behalf of your reps, freeing them up to spend more time interacting with prospects and closing deals.

While it may seem obvious, ensuring that your sales support team has the right resources is critical to the effectiveness of their job. This means leveraging best practices, such as using sales-specific CRM products for smooth communication and clear data.

Moreover, sales support should be able to assist your salespeople in getting the information and resources they need from other departments, such as marketing or tech. This ensures that all issues get addressed quickly, and that your reps aren’t spending valuable time on administrative tasks that they could be outsourcing or doing themselves.

In addition, it’s important to set realistic sales goals. Too many companies set ambitious numbers and then fail to meet them, which can be discouraging to your team. Instead, be specific about what you expect your team to accomplish and then track their progress regularly.