In “Building a High Performance Sales Team” we have covered the following steps: Creating a Crystal Clear Vision, Evaluating your Existing Team and Bringing New Players Onboard. Here then are the final two steps: CREATING THE RIGHT ENVIRONMENT Are the company culture and environment hospitable to a high-performance sales team? The right environment requires a properly designed compensation plan that is attractive to top performers, rewards the right activities and results, is challenging (but still achievable) and, above all, fair. To attract and keep top-performers, the compensation structure has...

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The first step in bulding a high performance sales team was to develop and communicate a crystal clear vision and purpose. Here are the next two steps: Evaluating your existing team and bringing new players onboard… EVALUATING EXISTING TEAM Once the job responsibilities, personal traits and professional competencies are defined and agreed upon by the management team, this next step becomes much easier. It’s time to evaluate the existing team… How closely do they fit the profile that is needed to succeed in the marketplace? This is done in...

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What a dream come true for any organization, a high-performance sales team. A team feared by competitors and respected by clients for its knowledge, business savvy, value and results. In a perfect world, such a team would simply be inherited. Every member would be a top performer, satisfied with the organization and eager to improve on their existing success. In reality, this ideal is considerably out of reach. Given that a readymade faction of determined sellers is not currently assembled for you, how will you go about building one?...

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