I think the best place to start with this topic is to ask: What are the goals for your sales team? It is hard to manage folks without everyone being on the same page and knowing what you expect from them. I am guessing your goals are to increase sales and profits as much as possible by providing value to your customers. As a wholesaler for more than 12 years (and an additional 13 years on the contracting side), I would think that is the universal goal for almost anyone hiring a sales staff.
The key to managing a successful sales team is to understand how typical high-performing salespeople operate. Are they mainly independent, hard-working, and self-motivated?