Let’s Talk About High-Performance Sales Teams

Feb 23, 2023

Daniel Hale

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    There is no silver bullet when it comes to creating and maintaining a high-performance sales team.

    There are, however, some common threads that seem to re-occur whenever we encounter such an environment;

     

    1. Strong leadership

    It all starts at the top. Leaders who are open, transparent and lead to serve their team stand out. They must also be able to set a clear vision, establish goals, and hold their teams accountable consistently.

     

    2. A solution that’s necessary, not just “a nice to have”

    Like money, the product isn’t everything, but it sure does help! With all the will in the World and the best culture to boot, if your solution doesn’t have a stand-out value prop, then you are set up for failure before you have begun. Add a saturated market to the mix, and it’s a recipe for disaster in this ever-more competitive Tech market.

     

    3. Robust sales processes

    A well-defined sales process keeps sales teams organised and focused, ensuring that they are able to move deals through the sales funnel efficiently. A well-defined sales process mixed with the discipline to execute it weathers storms and creates consistency.

     

    4. Data-driven decision making

    Data is critical to understanding what is and isn’t working in the sales process. Sales teams that regularly track and analyse data can identify areas for improvement, adjust their approach, and measure the impact of changes.

     

    5. Technology tools

    Technology tools can help sales teams to work more efficiently, provide more accurate and up-to-date information, and ultimately close more deals. From Lusha to Sales Intelligence, Analytics, a user-friendly CRM to CPQ tools to help generate quotes, there are a multitude to choose from. In my experience, the best teams have a small number of tools used religiously, with regular training sessions and high levels of accountability and support.

     

    6. A no dick-head policy

    It kind of speaks for itself!!!

     

    7. Skilled salespeople

    Finally, you can throw all the above out the window without a skilled, driven team who believe in the solution that they are selling. Where to find such talent? This is where Pulse Recruitment comes in!

     

    Overall, high-performing sales teams tend to have a mix of all the above and consist of people that genuinely want to be there for the right reasons. They see sales as a career and not just a stop-gap. They will be the first ones to offer suggestions on improvements that can be made while also offering to help a new starter without even being asked. They will deeply feel the high of closing a deal just as much as the bitter disappointment of missing out on a sale, and ultimately that’s what it’s all about. It simply shows that they care!

     

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