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High Performing Sales Teams
How would you describe the performance of
your sales team? Not firing on all cylinders? Regularly having
excuses for missing quotas? Missing the strategic window of
opportunity?
Building a high performing sales team – one
that consistently achieves or beats sales targets (on-field performance)
while getting along with and contributing to the team and their target customers
(off-field performance) – is a critical factor for organizations that seek
to create and sustain high levels of profitable growth.
What Does It Take to Be a High Performing
Sales Team?
Of course, you first need a competitive solution to sell and a
team with the baseline sales skills to connect with your target buyers. These
attributes however are just the ticket to play the game. There is a
huge difference between the success of a single salesperson or product and
the success of an entire sales force over time.
4 Essentials for a High Performing Sales
Team
To create a truly high performing sales
team, focus on bringing rigor and excellence to the following four
essentials:
#1. A Clear and Compelling Go-to-Market
Sales Strategy
Too many sales teams try to be all things to
all people or rely upon their product to do the work for them. While it is
true that rare products can win on their own (the new iPhone for example),
our organizational alignment
research found that strategic sales clarity accounts for 31%
of the difference between high and low performing sales teams.
High performing sales teams ruthlessly define
and prioritize their target markets, ideal customers, value proposition,
and the critical big bets for profitable growth.
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