Building a winning team is important if you want to achieve your business objectives. Here are the tips you can follow to build a winning sales team.

1. 1
Ganesh Tayi
CEO Never Lose The Deal VP of Partnerships & Alliances
Jason Hubbard

2. Learning Objectives
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➢ Holistic approach to evaluating job/team fit
➢ Leverage data and science to understand what drives your employees
➢ Replicate attributes of top performers
➢ Improve coaching effectiveness and team dynamics

3. Agenda
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➢ Common challenges for sales leaders
➢ Four forces of disengagement
➢ Talent framework to create winning teams
➢ Real life sales team examples
➢ Q & A

4. Top 10 Sales Leadership Challenges (% very challenging)
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Top Challenges - Talent, Process & Technologies
Source: Rain Group survey of 400+ sales leaders

5. Performance &
Engagement
Time
Minimum Requirements
“Want to” curve
“Have to” curve
Discretionary Effort
• Not working for a check
• Go the extra mile
• Care what customers think
• Know that time is money
• Work more efficiently
• Put in longer hours
Discretionary Effort
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6. Blockers to great results
Minimum Requirements
Forces of disengagement
pull people down
PERFORMANCE &
ENGAGEMENT
JOB FIT
MANAGER
CULTURE
TEAM
Time
“Want to” curve
“Have to” curve

7. 7

8. The whole person and the job
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HEAD
Behavioral drives
& cognitive ability
HEART
Values &
interests
BRIEFCASE
Education
Knowledge
Skills
Experience

9. Dominance
Patience
Formality
HighLow
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Independent, Competitive, AssertiveCooperative, Accommodating, Agreeable
Outgoing, Enthusiastic, GregariousIntrospective, Analytical, Reflective
Patient, Calm, SteadyIntense, Driving, Fast-paced
Serious, Precise, OrganizedInformal, Flexible, Non-conforming
What drives to measure?
Extraversion

10. Job Fit
Real Life Sales Example
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Misalignment between natural tendencies
and key responsibilities of the job

11. The Job
Sales Hunter
• Quick to connect with people
• Natural juggler
• Goal orientation
• Risk tolerance
• Self driven
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12. Sales Hunter
Dominance
Extraversion
Patience
Formalit
y
Ideal Employee Profile for Sales Hunter Role
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13. • Seeks results
• Likes perfection
• “Tasks” over “people”
• Slower to connect
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Heather
Sales Hunter

14. Heather
Sales Hunter
Dominance
Extraversion
Patience
Formalit
y
BEHAVIOR
LOW HIGH
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15. Heather / The Job
Dominance
Extraversion
Patience
Formalit
y
HEATHER
Dominance
Extraversion
Patience
Formalit
y
SALES POSITION
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16. Manager
Impact
Real Life Sales Example
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Misalignment between manager and self

17. Management Style
Highest drives – great predictor of management style
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Dominance
Authoritative ”tell”
General Patton
Extraversion
Persuasive ”sell”
MLK Jr.
Patienc
e Process “experience”
Steve Jobs
Formality
Structure “rules”
Alan Mulally

18. Employees Needs
Highest drives – also great predictor of employee needs
Dominance
Needs impact
Extraversion
Wants feedback
Patienc
e Give them time
Formality
Explain details
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19. Allan
• Needs Feedback
• Opportunity to
influence
• People connection
Director of Sales
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20. Vanessa
○ Direct
○ Comfortable with conflict
○ Operationally focused
New CRO
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21. Allan / Vanessa (CRO)
Dominance
Extraversion
Patience
Formalit
y
ALLAN’S SELF PATTERN
Dominance
Extraversion
Patience
Formalit
y
VANESSA’S SELF PATTERN
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22. Employees’ needs come first.
It is important for a manager to understand the
needs of their employees based on their
behavioral drives.
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Key Takeaways
Align the right
behavioral drives with
the right roles
Analyze and utilize the
behavioral data to
coach and manage
Capture and use
people data to build
winning teams

24. What’s next for you?
➢ What will you do differently ?
➢ Know your behavioral profile
➢ Email: ganesh@neverlosethedeal.com
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25. Questions?