Is Building a Winning Sales Team Part of Your Sales Strategy?
In some ways it is easier to build a high performing sales team from scratch 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 Winning 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.
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. Ask experts how they have created high performing sales teams and what you need for your unique situation.
A behavior-based interviewing training program is 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 sales reps who are coachable, share your values, and are committed to your customers’ success. And even as you work to onboard 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 — compassionately and fairly let them go.
Use a variety of instructional design techniques such as pre-work, sales scenarios and simulations, practice, role playing, videotaping, coaching, and job-aids to help you all pull in the same direction.
The Bottom Line
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 winning performing sales team from the beginning, download our Free Sales Leadership Toolkit Now
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