Tips to Help You Build a Great Sales Team

To create a high-performing sales team, you must hire the best sales reps (or people with the potential to become the best). Each must be a team member who will stay with you for the long haul. But it often doesn’t work out this way.

Did you know that, according to the Harvard Business Review, the annual average turnover in sales organizations is about 25-30%? 

Salespeople start on a high note, fresh with the excitement of entering a new environment as they go through their onboarding process. But just as they are becoming embedded with your sales processes and starting to deliver results, more than a quarter are likely to leave. With this dynamic, it’s hard to build successful sales teams.

What makes a great sales team?

A great sales team is the backbone of every business and without it, the success rate would be close to zero. The people that work for you are the most important asset of your company. To create an environment where sales can grow and thrive, you need to hire the right people. Top performers, or those with the potential to become extraordinarily successful sales professionals.

Once they are on board, it is the role of the sales leader to establish a great team dynamic and make sure that each rep takes responsibility.

How to build a high-performing sales team

While building a high-performing sales team is not just about attracting and hiring the right people, it is important to figure out what kind of team you want to have. The best way to do so is by following these steps:

  • Determine what kind of team you want by identifying your organizational goals
  • Hire people who are going to fit in with the company culture
  • Find motivated potential salespeople and nurture them to achieve desired performance standards 
  • Make sure that everyone on the team has a personalized development plan and align it with their goals and yours

With the right people on board, you can structure the team in the right way and provide sales training that ensures all customer interactions are meaningful.

The characteristics of high-performing sales teams

In my career in sales, I’ve learned that there are four key characteristics required to deliver effective sales results. Sales coaching will ensure that your sales reps continually learn and improve their performance in line with your sales processes. 

However, if you hire for natural sales ability, it will make your sales leadership much easier and more successful. That’s why identifying these four characteristics is crucial to your success – because they are individual traits as well as team traits.

  1. Assertive Vs Aggressive

There are two types of sales teams: assertive and aggressive.

Assertive sales teams use their knowledge and understanding of the product to sell it to clients. They emphasize asking questions about the client’s needs before making any sale.

Aggressive sales teams focus on closing deals at all costs, they are confident in what they do and are willing to go against the client’s wishes to get a sale.

There are many things that can make a great sales team. But the most important thing is understanding your client’s goals and what they’re trying to achieve. The way to sell and create a lengthening sales pipeline is to be an effective listener. When you understand your client’s needs, you can pitch to them, highlighting benefits to them rather than features of your product or service. 

  1. Understanding of goals

The success of the sales team is dependent on their productivity and effectiveness in reaching the sales targets set by the company.

Hiring salespeople who are goal-motivated is crucial. But they should understand those goals, and be challenged by them. They should relish the challenge of meeting and beating goals.

Sales managers should continually work on setting up goals for your team. They should set up a clear plan of action, and create incentives to help motivate your team. 

  1. Self-management

Great sales teams are characterized by self-management and dynamism, and great salespeople have the mindset of ‘I can do it myself’. They:

  • Can adapt to different situations and keep up with changes in the market 
  • Know how to overcome obstacles, embrace opportunities, and think outside the box
  • Know that they don’t need to wait for a manager or supervisor to tell them what to do – they take it upon themselves to go out there and get the job done
  • Know that if you want something bad enough, you will find a way to make it happen no matter what

A sales team will work closely with marketing teams, product development teams, customer service representatives, and so on, to ensure that they are all aligned in their goals for a given product or service. But they are go-getters, creative problem solvers, and not fearful of challenges.

  1. The best salespeople are also great trainers

A great sales team is not just made up of top sellers. Top sellers are also trainers and future sales managers and leaders. 

The ability to train will also help your reps to sell more effectively. You see, salespeople need to be able to guide their clients through the buying process and help them make the right choices. This way they can close more deals and grow the business. The ability to ‘coach a client’ is invaluable in this.

Boost your revenues with a great sales team

A high-performing sales team is a wonderful thing. They sell more and help build long-term client relationships. They take up less of your time, and they’ll offer their views and ideas to help generate more sales. Great sales reps will also help you develop and grow the experience and expertise of your sales team.

Have you taken the temperature of your existing sales team? Are you at the point where you need help to hire or develop sales professionals to boost your revenue growth? Book a free 15-minute call with me and we’ll get you started.

Publish Date: 6/25/2021 12:00:00 AM
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Tips to Help You Build a Great Sales Team
To create a high-performing sales team, you must hire the best sales reps (or people with the potential to become the best). Each must be a team member who will stay with you for the long haul. But it often doesn’t work out this way.
Did you know that, according to the Harvard Business Review, the annual average turnover in sales organizations is about 25-30%? 
Salespeople start on a high note, fresh with the excitement of entering a new en…

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