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.

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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.