In this expert insight interview, David Schlosberg discusses “How to build a highly functioning sales team.” David Schlosberg works for the Ferguson Alliance, which helps family businesses grow. He teams up with two colleagues, who provide a wide range of services, including succession planning, exit planning, strategic planning, sales coaching, and sales development.
This Expert Insight interview Discusses:
- Approaches to building a high-performing sales team.
- Investing in sales-training
- The idea of the sales process
Approach to building a highly-performing sales-team
Developing a high-performing sales team requires a virtual sales skill set, remote working, real active listening, and connection authenticity. Today’s working remotely allows us to work more effectively and efficiently. And for a salesperson, It is beneficial to become more familiar with technology and adaptability.
The other approach to building a sales team is to connect authentically with customers. A salesperson needs to connect with that potential client, and it’s all about finding common ground to start a conversation. To do that, you need to be curious to find areas of common interest to connect with on a personal level.
The other critical component that people must learn in order to stand out their business from others is real active listening. Obtaining potential customers is extremely beneficial. If you are not engaged or focused in active listening, you are disconnected and distracted.
Effective Hiring Process of Salespeople
There are some factors to consider when hiring, whether you’re building a new sales team or expanding an existing one. It is critical to hire the right people. Before hiring your sales team, you should have determined your typical sales cycle. It will not only help you hire better, but it will also help your sales hires succeed in their jobs.
It would be best if you create a profile based on the requirements of your potential sales candidates. CConsider the type of selling required, your business type, service or product, etc. Determine whether it is a transactional sale, a relationship sale, or a quick transaction sale.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.