Common traits of great sales teams

Sales Strategy

What does your company sell, to whom and how? What does success look like?

Some components of a sales strategy:

Product or service matrix
Target users
Value proposition
Distribution Channels
Price Book
Sales Tools
Terms and Conditions of sales
Go to market plan
International considerations
Goals

Sales Process

Sales Strategy

What processes do you need to scalably turn leads into revenue?

Lead capture and tracking
Qualification
Rules of engagement
Resource assignment
Sale steps - probability of close
Negotiation resources
Tools - CRM and research tools
Metrics

Sales Execution

Executing the strategy requires cross functional agreement and commitment from marketing, product development, HR, operations and finance. Sales leadership is the face of the customer to all of these functions. Equally, customer success rewards stakeholders for their contributions. Key elements of execution:

Goal alignment
Organization
Recruitment and hiring
Training
Measurement and metrics
Mentoring
Making changes when needed
Responding to unforeseen opportunities

Sales Team

Sales Execution

Great teams are people who align their skills, values and ambitions to each other and their company and it's strategy. While competitive, they help each other and know when to ask for help. They are curious, challenging and innovative while being loyal and reliable.

Lead by example
Comp plan and goal alignment
Communication
Resource allocation
Feedback mechanisms
Integration with other functions
Recognition and rewards