As an ambitious top executive, you understand that your sales team is the heartbeat of your organization. You’ve built a capable team, but you’re aiming for more – you’re aiming for greatness.
But, how do you transform good salespeople into superstars? How do you ensure you’re leading the pack and not just keeping up?
Good salespeople are competitive. They seize opportunity and strive to be on the winning team.
As you evolve into a high-performance sales organization, you will find “the right” salespeople are the ones who own their results and work to hit their goals. You will also catch the eye of top-notch candidates when it’s time to expand.
Uncover the Secret to Developing Top-Notch Salespeople
It all starts by scrutinizing your current practices, structure, and systems to identify areas for improvement. The key to creating an attractive sales environment is making sure your team has what they need to excel.
As a leader it is your responsibility to support your people with the tools necessary to fulfill the position you’ve hired them for. If your top performing salespeople continually feel under-resourced, don’t be surprised if they start looking around or entertaining employment solicitations.
Are you fostering the right environment for your salespeople to thrive?
Are you effectively leading and engaging with your sales team?
How about your sales strategy, methodology and processes, could they be more effective?
Explore these critical questions in my article, “How Do I know if I have the Right Salespeople?“, where I outline reasonable expectations to have for our sellers, but also the ownership we need to accept as their sales leader.
Create a Sales Team That Exceeds Expectations
But it’s not just about having the right salespeople – it’s about creating a culture of accountability and high-performance that both the sellers and their sales leader are committed to.
Are Key Performance Indicators effectively designed, measured, and utilized to optimize performance?
Do you consistently invest yourself in fruitful 1:1 meetings with your salespeople?
How productive are your sales team meetings?
If your sales team is not reaching its full potential, it’s time to revisit your sales management approach. Allowing your team to consistently underperform sets the wrong tone and ultimately drags the entire company down.
Building an accountable sales culture is the key to avoiding such pitfalls. Get started by reading my insights in the article, “How Can I Build an Accountable Sales Culture?“.
Bring in a New Perspective
Sometimes, the key to transformation lies outside your organization. An external viewpoint can be the catalyst you need to effectively reset your sales team.
Everyone wants to be on the winning team. Success leads to a positive atmosphere and good things happen when people are genuinely engaged and enjoying their job. Remember, a winning team is not just about the same top performers achieving their targets, it’s about creating a vibrant, engaging environment that breeds success.
If you are looking for gap analysis help to assess how your sales department compares to a high-performance environment, let’s set up time to discuss. Contact me at (773) 203-7086 or jmcleod@salesxceleration.com.
I also welcome you to take my self-serve Sales Leadership Assessment to gain visibility into how your skills rank in 10 high-impact areas. This tool was custom developed to help you improve!
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I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.