Updated: Jan 6
Sales teams are important to any organization. But, having a team is one thing, how effectively they work is another. Here we look at eight (8) keys to developing highly effective sales teams
Definition: Study.com defines an effective team as "A team is made up of two or more people who work together to achieve a common goal. On a team, the members not only share information but also share responsibility for the team's work".
Here are eight (8) principles as to how teams should be developed to be at optimal performance.
#1 Purpose: Teams must have a common sense of purpose. A clear understanding of the mission, vision, goals, activities, etc. Though there are teams that function without any of these, we can safely say that they would not be performing at their fullest potential.
#2 Accountability: Create an environment where everyone owns their roles and responsibilities for the team's success. Without this, you will find that there would be a low level of ownership between team members, which can affect the overall performance of the team.
#3 Communication: Lines of communication must be clear. Teams must be kept up to date frequently. Also, allow room for team members to openly share their points of view on company initiatives. This creates a sense of trust and belonging.
#4 Performance-Focused: Similar to the note on accountability, leaders must create a culture that fosters optimal performance. Recognize and celebrate team and individual efforts but eliminate mediocrity.
#5 Practice Together Often: This is one area often overlooked. team development is more than just product knowledge. Leaders should develop a culture where teams keep their skills sharp often. From product training to industry, buyer, sales techniques training. This helps keep teams relevant and on top of their game.
#6 Leadership: We can't say much about this. The performance of any team all comes down to the leadership. Sales leaders must set the tone for the team. Be clear in direction & delegation and also being ready to coach and support members in need. Leadership is a critical component in maintaining company culture as well.
#7 Culture: A client engaging with different sales executives should not recognize a difference in service. Sales organizations must develop a sales culture where teams have one common goal, one mantra, one cadence, etc. a sense of strong team unity.
#8 Trust: This last characteristic is a cornerstone of any team. All members must feel that they can rely on their leaders and peers in achieving their goals and those of the organization. To achieve these, companies must work on open communication, keeping things simple, and being upfront if they see something that might negatively impact a team member. Any team member with an ounce of mistrust can turn onto all members with levels of mistrust.
Team development and understanding of team dynamics is no easy thing but its very necessary for the success of any team success and the growth of an organization.
- What are your thoughts?
- Have you worked with a high-performing team? Share their characteristics
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