Building a High Performing Sales Team – Where to Start

High Performing Sales Team shoes are lined up against a red line entitled "Start Here"

Is Building a High Performing Sales Team Part of Your Sales Strategy?
In some ways it is easier to build a high performing sales team from the start than to inherit one with all its ingrown quirks and idiosyncrasies. That way you don’t have to adjust to anyone else’s idea of what it takes to succeed. You get the chance to make your own success (and make your own mistakes).

Five Tips for Building a High Performing Sales Team
At whatever point you have joined the process—creating a high performance sales team out of the ether or fine-tuning an existing one—here are some tips on how to fashion the high performing team of your dreams.

1. Get Smart
Use your network of contacts and any other resources at your disposal. This means asking for help from people you trust who have the experience you need. Listen and learn. You can save yourself a whole boatload of trouble by avoiding the mistakes they have made and by taking advantage of what they learned as a result.

And do your homework by researching the experts in build high a performing sales team and what you need for success.

2. Get the Right Sales Talent
To hire well is hard. Even the best interviewers struggle to consistently identify and hire “A” sales players. The key is to follow a fair and proven process for uncovering the truth behind the resume and the candidate’s attempts to impress. A behavior-based interviewing training program would be well worth the investment.

You will learn how to measure a candidate’s core selling competencies and how to probe for attitude and sales cultural fit, not just consultative selling skills and experience. In general, you want new sales reps who are coachable, share your values, and are committed to your customers’ success.

And even as you work to bring aboard top sales talent, don’t shy away from saying good-bye to someone who does not measure up. As soon as you realize you have made a mistake in hiring—let them go.

3. Get Set to Succeed
Make sure you give your sales team the sales tools they need to succeed. This will involve technology that will make their job easier and save valuable customer-facing time. It may also require targeted business sales training to see that everyone is  using the same sales strategy, methodology and processes.

Use a variety of instructional design techniques such as pre-work, scenarios, simulations, practice, roleplaying, videotaping, coaching and job-aids to help you all pull in the same direction.

4. Get Clear Leading and Lagging Success Metrics in Place
Set clear and specific expectations for sales performance. This could include achievable revenue targets that allow for a ramp-up period, number of calls per week, number of customer meetings per month, etc. Then hold each team member accountable for hitting those numbers.

5. Get Communicating
Talk with your sales team individually and as a group. Learn what makes them tick and what they need to stay motivated. Listen for concerns and deal with them right away.

Establish a high performance sales environment where questions are welcome and ideas for improvement are openly discussed. A sales team that is willing to learn can continuously improve.

To learn more about building a high performing sales team, Download Our Free Sales Toolkit Now.

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I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

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President and Chief Executive Office

Fujitsu

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

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Senior Marketing Manager

Samsung

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Director of Infrastructure & Technology

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Vice President, HR and IT

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.

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Director, Software Engineering, EPG

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

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Hyperion

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

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CEO

Edify

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

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FRDP Leader

Intuit

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