Building a Great Sales Team is Nearly Impossible
- Rob Giles
- Jun 4, 2024
- 2 min read
Updated: Jun 25, 2024
“Building a great Sales team is nearly impossible” is a quote I heard recently from CEO I was speaking with.
If you are like many of the executives we interact with, sales may not be your forte. That's not because you aren’t smart, or creative, or savvy... it can
simply be because it hasn't been your main thing. We have been blessed to work with and interact with some of the smartest business leaders on the planet including numerous senior executives in the Fortune 1000. One thing many of them have in common is a strong self-awareness of their strengths and weaknesses. Most have come to the realization that sales and leading a successful sales organization is not a part time gig. You can’t “dabble” in selling and expect to drive long term revenue growth month over month, quarter over quarter and year over year.
The most successful business leaders we have worked with will look to solve sales problems and reduce risk by doing one of two things:
1
They hire a proven senior sales leader and ask them to build out all the necessary tools, infrastructure and personnel required to have a great sales team. This can take quite a bit of time and money and introduces a lot of risk.
2
They identify a sales partner who specializes in sales execution. This option will require financial investment, however, many organizations looking to rapidly scale and accelerate revenue growth will choose this option as it reduces risk, removes the heavy lifting required day-to-day and allows them to stay focused on the areas where they are strongest.
Fool-Proof Tips for Building an Award Winning Sales Team
Define the type of sales culture you want to create and foster. Then purposefully make decisions that enable that culture.
Build a strong hiring profile and create an interview process that enables you to identify both the traits and skills required to successfully sell your product/service.
Establish a top of funnel lead generation process that allows your sellers to
spend the majority of their time selling. Not building a database, marketing and
languishing over antiquated CRM processes.
Hire and develop a strong sales leader. Set them up for success and enable
them to drive accountability.
Set clear goals and expectations from day one. Clarity in role and defining
success for your salespeople is critical to their success and your revenue growth.
Building a great sales team isn’t impossible, but it is difficult, time-consuming
and fraught with risk and can be very costly. If you are looking to scale quickly and
accelerate revenue growth, you have a decision to make when it comes to your
approach to selling your product or service. Ultimately, that decision will come down to
how much risk you want to accept, your timeline, and your personal strengths and weaknesses.
Looking for custom insights?
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