There are some sales teams that seem to operate like a well-oiled machine. They consistently crush their goals month after month, bringing in one major deal after another. But what is that X-Factor that makes the difference for them?
Successful sales teams don’t just sell effectively, nail the pitch, and know the product inside and out. They also develop specialized skills that give them an edge over the competition and are supported by an organization that sees them as more than just sales reps.
Here are 4 things high-performance sales teams have in common and tips on how to develop these areas across your team.
1. Active listening
Active listening requires sales reps to completely and fully concentrate and digest what the prospect is saying before responding, or even formulating a response.
“Active listening is becoming a lost art, but it’s the backbone of any consultative or value-based selling style.”
You can help your sales reps master this skill through consistent coaching and roleplaying. In your roleplay, act as the buyer and coach your reps to ask the right questions as you discuss your business challenges. Your reps should be able to repeat those challenges back to you and make actionable suggestions.
2. Commitment to rep growth and development
The average cost of replacing a B2B sales rep is $115,000, according to Forbes Insights.
“Business owners and CEO’s have to put as much emphasis on retention as they do on onboarding.”
Show your sales team that you are committed to their growth from day one – from onboarding to continuous sales training and coaching.
3. Culture of feedback
“Practice makes permanent, without feedback” – In other words, if your sales reps keep practicing their approach the same way without any feedback, then they’ll continue to do it that way. High-performance sales teams regularly practice giving and receiving constructive, performance-based feedback. For example, if a sales manager recognizes that Johnny is getting tripped up on the same objection over and over again, the sales manager can provide him with the right direction to improve his response during future interactions.
4. Sales manager empowerment
Effective sales teams don’t just have great sales reps – they also have a strong sales manager and/or sales team trainer supporting them every step of the way. Aside from the day-to-day management of reps, sales managers also need solid leadership skills and a developmental bias to be successful. Recent data shows that 41% of companies don’t specifically support the sales manager in development efforts and most ‘underperforming’ companies operate without a manager. This is where high-performance sales teams stand out – the leadership team hires a certified sales trainer who is highly-specialized in sales growth to improve individual and overall sales team performance.
Do you have a high-performance sales team?