Training Industry Magazine - Sales 2016 - (Page 34)

WHAT SETS HIGH-PERFORMING TEAMS APART BY JULIE THOMAS Recruiting, onboarding and training a sales organization is a balancing act to take seriously. As a sales leader, you're always on the lookout for people who offer the right personality and team fit combined with competency in selling skills. Once you've secured them, you're on the hook to hold them accountable and reward their successes. Yes, it's a balancing act, to be sure. I've hired, trained and coached thousands of sales professionals at all levels. Working with both multinational sales organizations and rapidly emerging firms for the past 20 years, I have found five common characteristics of high-performing teams. 1|THEY HIRE THE RIGHT PEOPLE Jim Collins said it well: "Get the right people on the bus, then figure out where to go." Each organization 34 defines the "right" team members based on company culture, team makeup and job requirements. High-performing sales leaders hire individuals with the right attitude, the right enthusiasm and the right work ethic. They look for people who love to learn and who can accurately self-assess and adjust. These traits are all innate. You can't teach someone to be an optimist or have a positive attitude.

Table of Contents for the Digital Edition of Training Industry Magazine - Sales 2016

Training Industry Magazine - Sales 2016
Perspectives on Sales Training
Table of Contents
Four Ways to Increase the Impact of Sales Coaching
Sales Training: Is It Worth It?
Trust Is Dead. Long Live Trust!
The Salesperson's Most Valuable Portfolio: Aligning with What Matters Most to Your Customer
Great Selling Today: Navigating Change
Big Data-Driven Sales Training
Designing an Effective Sales Training Program
Putting the Cart Before the Horse?
Helping Sales and Marketing March Together
Modern Sales Management
What Sets High-Performing Teams Apart
Four Keys to Rapid Behavior Change
Do Your Salespeople Know Where They're Struggling
Banish the Other Four Lettered F-Word
The Secret of Sales Enablement
What's Online
Company News

Training Industry Magazine - Sales 2016