6 Components of Effective Sales Performance

Is your sales team effective, focused on the right areas, and producing the performance and outcomes you seek? 

Thinking of your current sales performance, including team members and their management, read the statements below and ask yourself: are these in place and are they optimized? 

If your answer is NO to two or more statements, then you would likely benefit from a shift in your sales management solution, mindset, or approach.

• The sales manager is effective in leading, coaching, and growing sales team members and the overall ‘sum of its parts’ performance
• We celebrate wins and goal achievement on a regular basis
• Annual sales plans and goals are in place for each salesperson
• Salespeople are not spending valuable “sales” time doing non-value added tasks that don’t contribute to results
• Sales training related to sharpening the saw on selling skills, process, and effectiveness occurs at least quarterly
• Each salesperson has a dashboard or individual sales plan that is reviewed regularly

Every sales-focused team has room for improvement! If you aren’t implementing all the statements above, or only a few, you may need to adjust your thinking or priorities around sales performance… it may be time to get help.

Over the next couple of months, we’ll provide an in-depth look at key areas of a successful Sales Focused Organization including sales fundamentals, effective sales management, and a high performance sales team. We will also provide a comprehensive checklist outlining specific focus areas toward building a sales focused organization that succeeds and thrives.

Want to get the best out of your sales team? Read the full article on our website!

Call us at 248-468-7400 or fill out our contact form to receive a download of our Sales-Focused Organizational Checklist! Together, we can assess how your company is doing from a sales, messaging, management, and performance standpoint, and determine the best way to help you achieve your goals.

High Performance Sales Team – T.E.A.M.

Together Everyone Achieves More (T.E.A.M.). What goes into building a great, high performing team? 

In our series, we have addressed elements that include sales process, messaging, the conversations salespeople have, and sales management. 

We now turn our attention to a high performance sales team. Critical elements that must come together include people, talent, execution, and effectiveness – all to achieve a desired result.

With a professional sports team, let’s say Ice Hockey, the goals are clear to almost anyone – players, coaches, management, officials and even the fans. The success of a professional Hockey team is influenced by many factors that may include talent, roles, synergy, practice, focus, coaching, leadership, drive, perseverance, mindset, and so on.

Is your sales team really different? Maybe the correct question is ‘should your sales team be any different’? With Hockey, the basics are skate, pass, shoot, score. If we reverse-engineer what winning looks like, a top performing team must win the most games, score the most goals, take the greatest number of shots, and so on. All of these must be well planned, practiced, and executed with micro adjustments made all the way through each minute of each period in a game. The coaching staff will help players see beyond their blind spots and overcome obstacles imposed by the competing team. This is all accomplished with practice sessions, meetings, video reviews, on and off the ice.   

We’ve found that many organizations want results, but when it comes to a high-performance team, gaps in this concept emerge. These gaps include unsuccessful recruiting of sales team members, not being clear about the role and results expected for the position, and not providing the right tools or direction that supports the optimal success of the sales team. While a sales manager can be key to building and sustaining a Performance Sales Team, each team member must have the potential to grow and excel. An effective sales manager will help grow that salesperson and work to release their potential.

Read the full article on our website!

Whether you are satisfied with the effort, focus, and results of your sales team, many people we speak with have been hesitant to act – simply because they don’t know where to begin. If you’re open to a brief call, let us know and we can take the first step together.

Call us at 248-468-7400 or fill out our contact form to receive a download of our Sales-Focused Organizational Checklist! Together, we can assess how your company is doing from a sales, messaging, management, and performance standpoint, and determine the best way to help you achieve your goals.