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.

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

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

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

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 Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

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

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 been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource Manager

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.

Tracy Esposito
Director, HR Business Partner

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

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

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

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP 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