The Center for Sales Strategy Blog

How to Build a High Performing Sales Team

How to Build a High Performing Sales Team

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.

Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Here are a few causes of a low performing sales team and how sales leaders can help.

What Causes a Low Performing Sales Team?

  • Poor hiring Not having a talent bank and hiring out of necessity. It's vital to have a strategy when hiring and ensure they're the right fit.

  • Lack of engagement Not feeling like they are part of the mission or vision.

  • Lack of communication and feedback Sellers want good, constructive, and timely feedback, as well as great communication.

  • Lack of expectations Sellers want to know what is expected of them, and they want to see their path for success.

Developing a Coaching Plan for Underperforming Sales Reps

How Sales Leaders Can Help Underperforming Teams

  • Define your sales process A repeatable process that builds success.

  • Hire for culture and fit Companies that are focused on customer results hire like-minded sellers.

  • Use well-defined metrics to drive accountability Sellers want to know how to win.

  • Build and execute an effective onboarding process First impressions set the tone for ongoing success.

  • Individual Focus Meetings Be consistent and on time. Give regular feedback!

People want to be part of a winning team. Sellers perform best when they know what is expected of them. They should know the KPI’s that will be looked at to define their success, not just budget attainment.

Leaders are finding ways to engage with their teams in new ways. Knowing what motivates engagement from each person is vital. Whether you have new or seasoned sellers, knowing what makes them tick and what makes them feel inspired to perform at a top level is crucial.

During this hybrid work environment, some very talented sellers are losing their mojo. It's important to keep in touch with them and find out what you can do to support their sales efforts.

Talent Insight

Topics: sales talent sales leadership