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 get the chance to make your own success (and make your own mistakes).  But that is rarely the case.

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

1. Get Smart
Use your network of contacts and any other resources at your disposal to learn. This means asking for help from people who you trust that have the experience you need. Listen and learn. You can save yourself a lot of trouble by avoiding the sales 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 sales 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, sales simulations, practice, role playing, videotaping, coaching and job-aids to help you all pull in the same direction.

4. Get Clear Leading and Lagging sales 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.

Comments are closed.

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director 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

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.

John Mastrorilli
FRDP Leader

Intuit

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

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

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

Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

Glenn McGillivray
Human Resources Business Partner

Intuit

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.

Jim Elliott
Senior Marketing Manager

Samsung

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

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

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