Building a High Performing Sales Team

A Sales Management Course

*This course can be tailored or customized to your specific needs.

Course Overview

This seminar will focus on the activities required to maintain the necessary sales force to achieve sales goals. Sales performance predictors will be identified in order to establish the criteria for staffing the operation with high-performance sales people. Participants will also develop a termination checklist to ensure compliance with the organization’s policies on recruiting, hiring, and terminating employees.

Objectives

  1. Utilize data to drive improvements
  2. Understand the value of constant sales coaching
  3. Create a healthy competitive environment

Lesson 1: A Data-Driven Mindset

  • Derive actionable insights from hard data
  • Utilize hard data to identify areas of improvement

Lesson 2: Transparency across All Levels

  • Install a sales leaderboard with each rep’s monthly performance
  • Send nightly email quantifying each rep’s results from the day

Lesson 3: Constant Improvement through Sales Coaching

  • Coaching in weekly meetings
  • Coaching in one-on-one meetings
  • Create a repository of trending information

Lesson 4: Low Rep Turnover

  • Constant communication
  • Idea generation at the rep level
  • Make work fun
  • Millennial management

Lesson 5: Agility and Flexibility

  • Understand the value of measuring everything
  • Respond to and embrace change rapidly and flexibly

Lesson 6: A Common Vision

  • Shared vision
  • Employee buy-in and a “team” mentality in a healthy competitive environment