7 months ago
February 21, 2017

How to Build a Great Sales Team

If your current sales team isn’t helping you reach the levels you need to hit, it’s time to build a great sales team.

Claire McConnachie

In order to have a profitable company, it is vital to have a great sales team behind you. If your current sales team isn’t helping you reach the levels you need to hit, it’s time to build a great sales team. With just a few tweaks, you can turn your production levels into positives and start achieving and exceeding your current sales goals. The process is actually simpler than you think and it’s not difficult to implement these changes over a short period of time. 

1. Hire the right sales manager.

The first step you need to take to build a great sales team is to find the right sales manager. Your team’s production will mirror that of their leader. If you don’t have a capable sales manager, your whole team and as such, your whole company, will suffer. Look for a person who has natural leadership ability, sales experience and is a great people motivator. For this key position, it is often best to work with a sales recruiter who has access to a database full of talented people that can help your organization. Take your time and utilize personality tests during the hiring process to help you find that perfect sales manager. 

2. Target the right personality types.

The next step needed to build a great sales team is to find the right sales people to fill your team. You don’t necessarily have to hire people with a lot of sales experience. Look for candidates who display key personality traits that make great sales people. For example, you’re going to want to look for candidates who display high levels of self motivation and confidence, as well as high levels of empathy and the ability to instantly bond with their prospects. Once again, personality testing and aptitude testing are vital for your hiring process to build a great sales team. 

3. Improve your sales processes.

Even if you have a wonderful sales manager and a talented sales team, if you don’t have the right sales processes in place, all of their efforts won’t amount to the goals you want to hit. Work with your new sales manager and your team to build a sales process that will take the time to groom your leads and prospects and focus on value based selling and relationship building. You can build a great sales team using these premises and they will be much more successful as a result. 

4. Keep it rewarding.

After you’ve gone through all the steps to build a great sales team, you’ve got to take it to the next level by keeping your team members happy and rewarded for their efforts. Set up an incentive plan that will keep your sales team striving to make and exceed their goals and make it attractive for them to succeed. A combination of monetary and paid time off incentives are ideal for this situation. However, you don’t ever want to underestimate the power of simply taking the time to personally thank each team member and acknowledge the effort they put forth for your company.

All of these key ingredients will help you continue to build a great sales team for many years to come and you’ll be surprised at all of the ancillary benefits your company will receive as a result.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.