6 Characteristics of a High Performing Sales Team

Published on Dec 18, 2019

The hallmark of a high performing sales team is their ability to push through obstacles and continue to provide a constant revenue stream for the business. But what do high performers have that others don’t? Let’s take a look at some of the top characteristics of high performing sales teams.

HireDNA sales recruiting, evaluation, and training services can help you build a winning sales team. Contact us today.

1. Invested in Better Customer Research

With the dramatic rise of social media and other public communication platforms, the modern consumer is well-aware and has access to various sources of information. In many cases, by the time consumers get in touch with a sales team, they are already midway through their buying journey.

Top salespeople recognize the need to invest time into understanding their consumers better, instead of relying on conventional selling pitches and tactics. In fact, research shows that high performing sales teams are 2.8X more focused on personalizing customer interactions.

Highly successful sales teams invest resources in researching for their target audience. This includes developing call objectives before you even pick the phone, asking highly targeted questions, and tailoring your solution to fit the prospect’s requirements.

2. Ruthless with Qualification

A top tier sales team knows how to make the most of every single minute of their time. This means identifying high-value targets and dedicating more time to cultivating high-quality leads.

The best salespeople are decisive when it comes to wasting time on prospects. Some consumers do not convert, regardless of the effort you put in. A distinguished sales team knows every minute spent on an unsuccessful lead is a minute lost that could have been used to close a deal.

By closely analyzing your pipeline and evaluating every opportunity that comes your way, you can make sure to only dedicate your time on the highest value leads.

3. Exceptional Sales Managers

One of the major driving forces behind the success of a sales team is exceptional leadership. Every salesperson is likely to hit a slump at some point in time, but teams with outstanding sales managers tend to do a lot better than teams without one.

Read our blog on Essential Sales Manager Skills for more insight into what makes the best sales managers.

Successful teams rely on the coaching skills of the manager to improve their performance, and the best managers dedicate more than 50% of their time to transferring their skills to their colleagues.

According to a recent study, managers of sales teams that achieved 75% or more of their quota were not only more proficient at training their sales team, but they actually spent more time in training their sales staff compared to low performing sales teams.

HireDNA can help you build out custom sales training programs to improve performance at both the individual and team levels. Learn more.

4. Increased Accountability

Regardless of the fact that they work as a unit, a high-performing sales team holds every individual salesperson accountable for their own performance. Every sales rep has to be accountable for their sales quotas. If there isn’t a clear system to help ensure accountability, your performance can quickly decline..

Some key tips to improve accountability within your sales team include:

  • Set clear, realistic, and actionable goals. Your team can’t be held accountable for goals that are not clear.
  • Establish periodic check-ins. While you don’t want to be overbearing, regular check-ins at both the individual and team level can let your team know that their performance is being monitored. You will also be able to take action if you notice a team member’s performance lagging.
  • Make corrective actions clear and fair. What is your plan to improve performance for a lagging team member? Your reps should know what to expect if they begin to or repeatedly miss goals.
  • Coach and train when needed. Corrective action doesn’t have to be the threat of termination. Remaining positive and providing essential coaching and training to lagging team members can help to establish a culture of improvement and success.
  • Congratulate successes. Incentives and recognition can go a long way to motivate your team and keep them accountable for their quotas.

At HireDNA, we offer thorough sales evaluations to identify and resolve weaknesses and skill gaps limiting your sales results. Learn more.

5. No Space for Poor Performers

As a sales manager, you need to enforce accountability in order for your team members to actually take their quotas seriously. That may include making some tough decisions, such as terminating continuously low performing sales reps.

A high performing sales team is made up of over-achievers who meet their goals consistently. If coaching is not helping to improve an individual’s performance, a sales performance improvement plan (PIP) can be a great way to get them back on track.

However, if they fail to improve beyond a certain period, they don’t deserve a place in your high performing sales team. Terminating a rep may be tough, but it may be necessary to keep the team on track.

6. Continuously Striving for Improvement

A relentless desire to improve and get better is one of the hallmarks of a highly successful sales team. Never be content with previous achievements, and always show a determination to exceed previous goals.

A determination for improvement can be made visible through the metrics your team sets each year, such as a 10% raise on annual quotas every year. While this may seem like an aggressive tactic, it can help to push your sales team to achieve grander goals.

On a more micro level, this translates to every sales rep trying to overcome their weaknesses. Unable to land high-quality leads? Prospect more diligently. Struggling to make it past the demo stage? Research and customize your offering to the consumers’ pain points.

Build an Exceptional Sales Team

A highly efficient and productive sales team is the cornerstone of organizational success. A high performing sales team has several unique characteristics that allow them to scale their performance.

At HireDNA, we bring 10 years of experience to help you recruit, manage, evaluate, and develop an efficient sales team.

Ready to take your sales performance to the next level?

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