February 14, 2017


Having a strong sales team is absolutely necessary to the success of any sales manager, director or VP.

Therefore, it seems only natural that when it comes to building your sales team, you cannot simply rely on the luck of the draw—you need to have a strategic plan in place to find and hire the right salespeople.

With that in mind, let us explore a couple of ways you can build the ideal sales team.


2 Underutilized Ways to Build a High-Performing Sales Team


1. Look for candidates with the key traits that support a successful sales team

Some of these traits include:

  • Need for Achievement. With every successful salesperson, there needs to be a driving force to make it through the grind and every day challenges. The Need to Achieve is that driving force, as this is what keeps the members of your sales team motivated. Additionally, people with the desire to achieve more tend to serve as motivation for others.
  • A sense of Competitiveness. Every sales team should have a healthy sense of Competitiveness. This is important because a sales team that is on its toes and eager to win challenges really wants to beat out competitors while crushing previous sales goals.
  • A strong desire for career advancement. If a member of your sales team is content to stay in one level of their career that may mean they do not have the inner Drive necessary to be a high-performing salesperson. Look to add members to your team that are goal-driven and looking forward to their future. When members of your sales team strive to get better at what they do for the chance of career advancement, it will help them and your company become more successful.
  • A genuine sense of Optimism. Aside from a strict work ethic, you should look for sales candidates that display a sense of Optimism. Things do not always go according to plan, so having sales reps who know how to look past minor setbacks and continue working hard is a huge benefit for your team. When you have reps who show an optimistic outlook on life, they tend to look toward the future instead of letting their past failures negatively affect them.
  • The ability to set aside their pride and learn from others. Pride can get in the way of a salesperson’s career, especially if they refuse to ask for help or do not want to learn from others. In the world of sales, learning is a continuing process, and it should be a priority for your sales team to grow and learn as much as they can. Look to add new members who are eager to learn and encourage existing sales reps to look to others with more experience for help with improving their skills.
  • The willingness to help others. Although the sales process can seem like an individual process at times, sales is a team sport. As new sales reps are welcomed into your sales team, it is important for your existing sales reps to serve as mentors for new members. This will not only allow your team to grow at a more rapid rate—it will display your sales reps’ leadership abilities.


2. Monitor your sales team’s progress and define success

In order to build a high-performing sales team, you must clearly define what success means for your team and your company.

It is important to keep in mind, however, that sales success is factored through the behavior and results of your team, not just one or the other.

When you focus only on sales activity, closing becomes less of a priority. Likewise, if you only focus on your sales reps’ results, it could be discouraging to your team in the event of a sales drought.

To help you measure your team’s sales performance, here are a few performance indicators you should pay attention to:


Lead Response Times

Ask yourself:

“How quickly are my salespeople responding to incoming leads?

When sales prospects are involved, time is of the essence and your reps must act quickly in order to improve their chances of success.

According to statistics, a rep is 100 times less likely to make contact with a lead if they wait to call 30 minutes after receiving a submission. After that, the odds of reaching that lead drop by up to 3000 times!

Make sure your team is responding to leads immediately in order to maximize their chances of converting a lead.


Average Call Duration


A major part of the sales process involves developing a connection with clients and prospects.

When it comes to phone calls, your salespeople could be spending too much time with a client. On the flip side, they may not be dedicating enough time to them.

Keep track of your sales reps’ call durations to help you identify who is underperforming and why they are missing their quotas.


Social Media

This is a tough indicator to keep track of, but it is extremely beneficial to your sales team.

High-performing sales reps are often active on social media, especially LinkedIn ─ a great resource for connecting with leads.

This can be tied back to sales reps with a sense of achievement and enthusiasm, as they are willing to go above and beyond what is generally required from salespeople.

One way to keep track of this is to check your reps’ sales and/or CRM notes to see if they have logged any time into prospecting through social media.


Final Thoughts

In the end, building a high-performing sales team requires finding the right people to join your team and encouraging them to succeed as they follow their career goals.

It also involves defining what success means for your company and sales team, and then measuring that success so you can continue to push boundaries and set new goals.

Are you ready to build a powerful sales team?

Request a free trial of The DriveTest® for a salesperson you are interviewing and see if they have the Drive it takes to be a high producer in sales.