Managing a team of sales professionals is one of the hardest jobs in any business. You have a group of guys and girls that will, no doubt, be a mix of talent, skill and ability. That is just your starting point. Then you have to lead, manage, motivate, engage and coach this lot. Throw into the mix what they have to deal with the day to day… huge highs and lows of being in sales. It is not like finance or product teams where they can just put their heads down and finish their task or project with fewer interruptions or curve balls. It is a whole different ball game. So when you put all this together with the pressure of sales and delivering a number it’s a big job, and a very hard one to get consistently right.
At Reward Gateway (which was Asperity), we went from doing less than 250k per year in 2007 to £2.9M a year in 2011, just in new business. Recently a VP Sales asked me what the secret was behind this. He was looking to make 5 new hires while scaling and growing his SaaS business. The truth is all the things you naturally think of as being really important like Lead generation, CRM management, Marketing automation, Your Sales playbook and Pipeline Management are not the defining factors in high performance. Most VP’s of Sales can come into a business, work with the team and vendors, and implement these processes. What truly makes a high performing Sales Team is the other magic you put on top of this. Here are the 6 things that I feel are most important when building a successful sales team.