Building and Managing a High-Performing Sales Team

Course details

Join instructor Steve Benson as he walks through proven strategies to build and manage an ultra-high performing sales team, starting with hiring the right people. Steve shares the characteristics to look for in a successful salesperson, and then covers the right way to train a new team. Discover how to align sales and marketing departments to ensure everyone is working together toward the same goals, and how to increase productivity when the team is underperforming. Learn about how to monitor team health, and pivot based on different conditions. Plus, explore the importance of team building.

Topics include:
- Skills that make a great sales representative
- Smart interviewing processes
- How to train a sales team
- Investing in continuous training
- Increasing team productivity
- Having clear metrics and goals
- Team field activity analysis
- Aligning sales and marketing
- Leveraging technology
- Motivating a sales team
- Conflict management

Concepts

Why Do Some Hires Turn out to Be More Successful Than Others

01 - Why are some people successful

1. Hire Smart

02 - Skills that make a great sales rep
03 - Know what you need to hire smart
04 - Smart sales interviewing process
05 - Smart sales rep onboarding

2. How to Train Your Sales Team

06 - Know your team's training needs
07 - Divide your sales process into stages
08 - Turn your top performers into coaches
09 - Invest in continuous training

3. How to Increase Team Productivity

10 - Is your team underperforming
11 - Have clear metrics and goals
12 - Leverage technology for better performance
13 - Align sales and marketing

4. Monitoring Team Health

14 - Give continuous feedback
15 - Sales rep conflict management
16 - Motivating your sales team
17 - The importance of sales rep team building