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5 Key Factors to Create
a World Class Sales Team
1. Knowledge (Products, Offers, Processes)
2. Right Talent (Fit For Purpo...
POLL
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM
I. Sales Leadership:
Many leaders rely primarily on sales metrics and t...
Traits of a Great Sales Leader:
• Clearly articulates a vision and team purpose
• Individualized attention without favorit...
II. Alignment between Strategy, Processes (Practices)
and Metrics
Each sales strategy must embrace the initiatives, proces...
1. Conocimiento (Productos, Ofertas, Procesos)
2. Talento Correcto (Compatibilidad con
Responsabilidades)
3. Apoderamiento...
III. Don’t be Fooled, Talent is your most important asset!
The best sales leaders identify, hire and retain the best talen...
TRAITS OF A GREAT SALES
PROFESSIONAL
• Presence
• Interpersonal Skills
• Curiosity
• Good Listeners
• Persuasive
• Validat...
“Outstanding people have one
thing in common: an absolute
sense of mission”
Zig Ziglar
IV. Process: Enabler or Inhibitor?
Each sales team adopts a series of common practices that
defines how they interact with...
V. Closing the Knowledge Gap:
A great development plan embraces all aspects impacting your
sales processes and monitors bo...
"Knowledge, Real Time Information and
Consistent Decision Making are essential to
building an empowered and confident sale...
VI. Celebrate! Winning is fun.
Healthy competition, timely recognition and celebration are key
factors to boosting product...
“The secret of getting ahead is getting started.
The secret of getting started is breaking your
complex overwhelming tasks...
QUESTIONS?
PREMIUM CONSULTING SERVICES
Sales Leadership, Adoption &
Change Management
Basic User, Administrator,
Power User and Strat...
THANK YOU
Contact us!
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /D...
Doble Group, LLC
D o b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i...
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Webinar: Build a World Class Sales Team

Build a World Class Sales Team

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Webinar: Build a World Class Sales Team

  1. 1. 5 Key Factors to Create a World Class Sales Team 1. Knowledge (Products, Offers, Processes) 2. Right Talent (Fit For Purpose) 3. Empowerment (Freedom to Act) 4. Real Time Information (Decision making) 5. Leadership (Vision, Guidance, Motivation and Coaching) (Strategy, Processes, Support, Metrics)
  2. 2. POLL
  3. 3. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM I. Sales Leadership: Many leaders rely primarily on sales metrics and timelines to drive performance. Highly effective sales leaders apply coaching methods that are individualized to each team member, recognizing their strengths and weaknesses while motivating them to unlock their potential and inspire others.
  4. 4. Traits of a Great Sales Leader: • Clearly articulates a vision and team purpose • Individualized attention without favoritism • Manages qualitative and quantitative objectives (metrics) that are achievable and clearly defined • Provides the necessary tools for continuous learning, self-appraising and tracking key metrics (Training, Gamification, CRM, etc.) • Source of unconditional support and encouragement to the team (Has their backs) • Coaching according to the needs of each team member (relevance and frequency) • Promotes collaboration and values collective intelligence • Recognizes individual and team achievements on a timely manner TRAITS OF A GREAT SALES LEADER
  5. 5. II. Alignment between Strategy, Processes (Practices) and Metrics Each sales strategy must embrace the initiatives, processes, milestones and metrics necessary to achieve their ultimate objective. To foster an execution culture, every aspect of this process must have specific owners, clear metrics and consistent communication. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  6. 6. 1. Conocimiento (Productos, Ofertas, Procesos) 2. Talento Correcto (Compatibilidad con Responsabilidades) 3. Apoderamiento (Libertad para Actuar) 4. Información en Tiempo Real (Decisiones) 5. Gestión, Motivación y Coaching (Procesos, Acompañamiento, Métricas) Estrategia Iniciativa Proceso Métricas Reconoci miento Evaluación Mejora BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM STRATEGY INITIATIVE EVALUATION IMPROVEMENT PROCESS METRICSRECOGNITION
  7. 7. III. Don’t be Fooled, Talent is your most important asset! The best sales leaders identify, hire and retain the best talent available. If you seek extraordinary results, hire and retain extraordinary talent and invest in their mentoring, training and development. Identify people whose skills and values are compatible with the culture, strategy, products and processes sought by your organization. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  8. 8. TRAITS OF A GREAT SALES PROFESSIONAL • Presence • Interpersonal Skills • Curiosity • Good Listeners • Persuasive • Validate (Confirm) • Passionate about Customers • Trustworthy • Consultant (Not sales (man/women))
  9. 9. “Outstanding people have one thing in common: an absolute sense of mission” Zig Ziglar
  10. 10. IV. Process: Enabler or Inhibitor? Each sales team adopts a series of common practices that defines how they interact with their customers and the steps they follow to identify, qualify and close a sale. • Standardize Best Practices • Eliminate Bureaucracy • Provide your team the Right Set of Tools • Evaluate the Effectiveness of your processes and Adjust them as Necessary • Stay updated with industry trends and innovations BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  11. 11. V. Closing the Knowledge Gap: A great development plan embraces all aspects impacting your sales processes and monitors both KNOWLEDGE and CONFIDENCE levels: • Products • Promotions / Specials • Key Skills (Negotiation, Persuasion, etc.) • Sales Processes and Methodologies • Customer Orientation • Consultative Capabilities • Technology and Tools (CRM, CPQs, Battle Cards, etc.) BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  12. 12. "Knowledge, Real Time Information and Consistent Decision Making are essential to building an empowered and confident sales organization that consistently delivers results” BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  13. 13. VI. Celebrate! Winning is fun. Healthy competition, timely recognition and celebration are key factors to boosting productivity and building a world class sales team. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
  14. 14. “The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks and starting on the first one.” Mark Twain
  15. 15. QUESTIONS?
  16. 16. PREMIUM CONSULTING SERVICES Sales Leadership, Adoption & Change Management Basic User, Administrator, Power User and Strategic Sales Commercial Process Consulting Configuration, Development, Integration & Support
  17. 17. THANK YOU
  18. 18. Contact us! w w w . d o b l e g r o u p . c o m @doblegroup /doblegroup /+doblegroup Company/doble-group-llc doblegroup /DobleGroup
  19. 19. Doble Group, LLC D o b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i m p r o v i n g c o m m e r c i a l b u s i n e s s r e s u l t s t h r o u g h C R M s o l u t i o n s a n d t h e a l i g n m e n t o f t h e o r g a n i z a t i o n , i t s p r o c e s s e s a n d t e a m s f o r s u c c e s s . W e d e l i v e r o u r s e r v i c e s t h r o u g h h i g h l y c u s t o m i z e d c o n s u l t i n g , t r a i n i n g a n d c o a c h i n g p r o g r a m s a n d t h e w o r l d ’ s # 1 C R M t e c h n o l o g i e s , S a l e s f o r c e .

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  • WuHoward1

    Aug. 7, 2018
  • neethuvijayan7

    Sep. 12, 2020

Build a World Class Sales Team

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