Sales Team Building & Management

About this training

It is a fact: every organization needs to have a great sales force.

According to a survey done by Hubspot, 66% of salespeople are not reaching their quotas.

Your sales team is the heart of any organization, your salespeople are the ones responsible for championing your products and services and driven precious profit. Your sales team must be the best it can be. End of the story.

The best sales teams, bakes reinforcement every step of the way. In order to keep your team winning you need to keep their skills sharp at all times. There is not silver bullet, when it comes to building a successful sales team. It takes time, training, dedication and money.

However, the rewards are measured by the success of your organization, and there is no greater reward.

It is important for any effective sales manager, to recruit sales leaders, provide them with the tools they need to succeed and inspire them to reach their potential.

Training summary

  • Evaluate your sales force: is an important step in the process of deciding your strategy on how to develop your team
  • The importance of sales productivity: amount of sales per sales executive, per day and other variables to meassure
  • Develop a strong and solid recruitment process: recruitment events, referrals, advertising, outsourcing, inside hiring
  • Create territories: segments of your markets to be assigned to a sales team or individual executives
  • Performance management: track progress, challenges and success for each member
  • Define what it means to be a winning team
  • Designing a sales performance measurement system (variables)
  • Inspire your team: cultivate a winning sales team
  • How to become a result driven team
  • Avoid team distractions: do whatever your can to be supportive of your team. Let them see they can count on you
  • Set high goals (yet achievable): make your team believe and focus on pursing their goals
  • Creating a team sales plan: easy to follow to ensure consistency and progress
  • Training is key: make continuous learning part the team culture and standard
  • Emphasized and invest in training and professional development
  • One-on-One coaching: it must be in place to ensure each member becomes more productive, confident and with more sales skills
  • Encourage competition: display live feed of deals closed, money value, per person, per month
  • Organizing events and competitions to keep salespeople engaged and excited about coming to work
  • Specialize to grow sales: don’t treat everyone in a team the same, group them by preferences and strengths
  • How to use technology and make it work for you
  • The importance of streamlining the sales process
  • Invest time and resources to help your team hit their sales goals
  • Get to know your team: it is an absolute necessity to develop your sales team
  • Identify sales team’s challenges: some could be fear of rejection, poor communication, lack of content
  • The importance of time management
  • Identifying the activities and actions that generate the most prospects
  • Delivering a successful sales presentation
  • Overcoming objections in a few steps
  • Team feedback: go out of your way to provide feedback on calls and other important sales activities
  • Celebrate individual and team wins
  • Let the superstar, be a superstar

Who is this training for?

  • Executives with the responsibility to build and manage sales teams
  • Business Owners
  • Entrepreneurs