4 Essentials for a High Performing Sales Team

graph showing a High Performing Sales Team

High Performing Sales Team
How would you describe the performance of your sales team?  Not firing on all cylinders?  Regularly having excuses for missing quotas?  Missing the strategic window of opportunity?

Building a high performing sales team – one that consistently achieves or beats sales targets (on-field performance) while getting along with and contributing to the team and their target customers (off-field performance) – is a critical factor for organizations that seek to create and sustain high levels of profitable growth.

What Does It Take to be a High Performing Sales Team?
Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers.  These however are just the ticket to play the game.  There is a huge difference between the success of a single salesperson or product and the success of an entire sales force over time.

4 Essentials for a High Performing Sales Team
To create a truly high performing sales team, focus on bringing rigor and excellence to the following four essentials:

1. Clear and Compelling Go-to-Market Sales Strategy
Too many sales teams try to be all things to all people or rely upon their product to do the work for them. While it is true that rare products can win on their own (the new iPhone for example), our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.  High performing sales teams ruthlessly define and prioritize their target markets, ideal customers, value proposition, and the critical big bets for profitable growth.

2. A Healthy, Accountable and Aligned Sales Culture
Sales culture accounts for 40% of the difference between high and low performing sales teams. Once your sales strategy is clear, you must make sure that your sales culture helps and does not hinder your growth plans.  While many companies advocate a sales driven culture, we are continually surprised to uncover how difficult it is to get work done in a way that truly puts the customer first by making it easy to close deals, get customer support, and align with the way the customer wants to buy and use what you have to offer.

You will know you truly have a healthy sales driven culture when your sales team is engaged and when everyone in the company is aligned around making your customers and your customers’ customers successful.  This takes metrics, rewards, processes and systems that support high levels of customer intimacy with a strong externally oriented focus.

3. The Right Sales Talent that Fits
Once your sales strategy and culture are clear and aligned, it is time to create a talent management plan to attract, develop, engage and retain top sales talent to meet your targets. That means having a clear picture of your current capabilities vis-à-vis where you are headed.  Then you can determine how to best fill your sales talent, skill, and process gaps to succeed.

4. Strong Sales Execution
Sales strategies and plans are not worth much if they are not implemented.  Set sales goals in a way that motivates the team to perform the right sales activities, monitor progress, and adjust along the way. It’s all about clarity, alignment, and accountability.

The Bottom Line
A high performing sales team depends the alignment of sales strategy, culture, and talent.  Can you say that your sales strategy is clear, believable, and implementable?  Is your culture helping or hindering sales growth?   Have you provided the systems and processes to enable sales success?

To learn more about building a high performing sales team, download  Sales Culture Lessons – What is the Right Amount of Sales Pressure for Your Sales Team?

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.

Ivan Fukumoto
Senior HR Manager - Staffing, Training, & Development

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More