Every sales leader wants a high performing sales team.
But, not every leader knows that it takes to build a team that produces outstanding work.
Here at Criteria for Success, we've trained hundreds of salespeople and worked closely with dozens of sales leaders on improving their sales growth. But our main goal is to unearth problems and enable your team to discover the solution.
The key to developing a high performing sales team starts with taking responsibility. Your sales team has to take ownership of developing and executing the best practices that'll drive their own success.
The 6 Best Qualities of a High Performing Sales Team
But what does this all mean? And what's stopping your sales team from reaching their full potential?
Well, it's time to find out.
Here are the 10 best qualities of the highest performing sales teams we've had the pleasure of working with.
1. Managers don’t manage.
That’s right: their salespeople manage themselves!
Managers don't feel the need to micromanage their team because their team takes full responsibility for all of their tasks.
Of course, managers manage the process and provide guidance. But, the sales team makes sure that the job gets done.
2. Top performers train their team.
We’ve discovered that peer learning beats instructor-based learning, hands down.
Most salespeople we know want to understand what’s in a top performer's “secret sauce”. And when top performers share their best practices, everyone wins.
In this scenario, the top performer gets to test the effectiveness of their strategy on a wider scale and the team benefits by discovering how they can improve their sales processes.
3. The selling culture is “discovery-based.”
Salespeople continuously discover new best practices based on industry trends or buyer needs. In short, the learning never stops!
On that same note, when they sell, they allow their clients to discover the value of the products and services that they sell.
But, what does that mean?
Well, in a traditional sale, the salesperson lists all of their product's features and benefits. But no where in that conversation do they enable the buyer to buy. Instead, they continue off of a script, hoping that the buyer remains intrigued.
If your salespeople truly believe in your product, they'll help the buyer unearth their true problems and gently guide them towards your solution – without reading off of a list.
4. Salespeople are assertive NOT aggressive.
Aggressive salespeople are rude, cocky, arrogant, and pushy.
But, assertive salespeople ask direct questions, are open to discussing buyer concerns, and hold themselves and the buyer accountable to their commitments.
Most importantly, they're also self-aware. A high performing sales team consists of salespeople that treat each other (and the buyer) with respect and honor their word.
5. The team understands the company’s purpose.
Every salesperson can articulate the company’s mission, vision, and unique value proposition in a clear way.
Most importantly, they make that pitch their own. This means that again, they're not reading off of a script!
Every member of the team makes sure that the rest of the organization understands what is sold, what the client needs, and how they can support those who fulfill on what was sold to do so as well as possible.
6. The team enables buying.
Every salesperson knows what the buyer looks for in a salesperson:
- Are they trustworthy?
- Will they work hard for my business?
- Do they honor their word?
- Are they a subject-matter expert?
- Can they hold them and their organization accountable?
Most importantly, they work with the buyer by helping them uncover their true problems.
Now, what does your list look like? What qualities do you believe a sales team needs in order to reach a high performing level?
Comment below, I’d love to know!