How to Build High Performance Sales Teams

How To Build
High-Performance
Sales Teams
Virtual Showcase

‘Tell me about your product’

Without the right people
in the right roles,
companies miss out on
driving results

A consistent and scalable
approach to talent
decisions is needed to
drive high-performing
cultures

Companies lack the right information to make informed
talent decisions that predict future job success
resumes and
experience
interviews and
recommendations
performance
reviews

How To Build High-Performance Sales Teams
Develop your sales
team to success
The full value of PXT Select as
a tool for talent coaching, skills and
leadership development,
and managing sales performance
Know your
salespeople
How PXT Select™ helps sales
managers select the right
people for the role, and build
effective teams
The 8 critical
sales practices
Key traits required
to build an effective
all-star sales team
Today…
Today…

4
Steps To Building
High-Performance
Sales Teams

Start at the
individual level
Sales teams are built one person at a time.
Understanding how people THINK and WORK, and
what MOTIVATES them helps organizations match
people to the right roles now and in the future.
STEP
1

Job Fit
“The Job Fit approach
accurately predicts job
success more than any of
the commonly accepted
factors, such as education,
experience, or training.”
-Harvard Business Review

Job Fit
approach to talent decisions
helps predict future job success

Individual’s
characteristics
• thinking style
• behavioral traits
• interests
Job
requirements
• thinking style
• behavioral traits
• interests
JOB FIT

Job Fit. The Missing Link
Skill Fit
Education, Training,
Experience, Skills
12
Company Fit
Attitudes, Values,
Appearance, Integrity

13
Skill Fit
Education, Training,
Experience, Skills
Job Fit
Thinking Style, Behavioral Traits,
Motivational Interests
Company Fit
Attitudes, Values,
Appearance, Integrity
Job Fit. The Missing Link

CAN they do the job?
Cognitive skills
WILL they enjoy the job?
Motivational interests
HOW do they do the job?
Behavioral traits

PXT Select Drives Business Results
by connecting business strategy to talent strategy

Pace
Assertiveness
Sociability
Conformity
Outlook
Composite Score
Verbal Skills
Verbal Reasoning
Numerical Ability
Numerical Reasoning
Decisiveness
Accommodation
Independence
Judgment
Technical
Creative
Financial/Admin
Enterprising
People Service
Mechanical

Hello. I am Oliver Chase
Sales Associate
✓ 5 years in role
✓ Consistent top performer
✓ Looking for a job change within company

The PXT Select Comprehensive
Selection Report helps predict future
job success
Assessment data helps create a
personalized profile that compares a
person’s characteristics against what is
required to perform the job successfully
The higher the number, the closer the fit
Sales Associate
Oliver Chase

Sales Associate
Oliver Chase

The PXT Select Multiple
Candidates Report helps assess
candidates objectively
Compares candidates against each
other to predict who is the best fit for
the role
The higher the number, the closer
the fit
91%
89%
79%
77%
52%
TONY STARK (TS)
BRUCE WAYNE (BW)
OLIVER CHASE (OC)
NATASHA ROMANOVA (NR)
STEVE ROGERS (SR)

The PXTS Select Multiple
Positions Report compares an
individual’s results against other
positions to identify other roles
where they might be a good fit
85%
83%
80%
75%
Manager Sales …2
Account Manager Sales …3
Operations Manager …4
Brand Marketing …5

Sales Associate
Oliver Chase Oliver Chase
Sales Manager

STEP
Build teams
wherepeople fit
welltogether
Just because everyone on the team is a great fit for
their sales role doesn’t mean they fit together well as
a team. Predicting team dynamics is key to designing
successful and effective teams.
2

“High-performing teams
include members with a
balance of skills. Diversity
in knowledge, abilities,
views, and perspectives,
as well as in age, gender,
and race, can help teams
be more successful”

Team Fit
approach to designing a sales
organization that works well
together and drive results

The PXTS Select Team Report
helps predict team dynamics
Compares potential candidates
and team members against
each other to provide insight on
their behavioral characteristics

3
STEP
Understand what it
takes to perform a
Sales role effectively
Great salespeople don’t just hit their quota, they
blow-out months if not quarters. Great salespeople
are constantly prospecting and are skillful at
preempting objections. Follow these 8 critical sales
practices to help your sales team perform effectively.

1. Prospect
Seek out new business even
under anticipated rejection
2. Initiate contact
Use confidence and acumen
to build a connection and add
value quickly
3. Relationship building
Invest time and effort in building trust
and knowing people at a deeper level
4. Close the sale
Keep conversations active
and routinely engage with
clients and prospects
The 8 Critical Sales Practices

5. Self-Starter
Take initiative to identify
and understand what is
needed to achieve results
6. Resourcefulness
Think of creative solutions that
meet the needs of clients and
prospects, and overcome
objections
7. Coachability
Open to feedback and
demonstrate an ongoing
commitment to improving
and self-development
8. Team Player
Demonstrate commitment to
the team by sharing
knowledge, mentoring
others, working with others
to achieve common goals
The 8 Critical Sales Practices

34

4
Develop your
sales team
tosuccess
STEP
Great salespeople are not born. They are made.
Bosses matter a great deal, especially when it comes
to learning and development. Exceptional leaders
personalize their coaching, support, and teaching
efforts to get the most out of their people and help
them grow and drive results.

“If you want to build an
exceptional, high-performing
team you need to give your
people what they need to excel
and help them fulfill or even
surpass their potential. If you
take this obligation seriously,
they will be far more motivated
to put out their best effort”

Personalized
Development
approach to nurturing and developing
a sales team that performs at full
potential and drives results

The PXTS Select Coaching
Report provides a deeper
understanding of the person’s
motivations, strengths, and
challenge areas.
It provides useful tips on how an
individual may approach different
aspects of their role to maximize
their performance on the role.

The PXTS Select Manager
Employee Report compares an
individual’s results with those of
their manager
A great tool for developing strong
manager-employee relationships

Asimple solution for your talent management needs

Are you ready to drive business results?
• Optimize your talent selection and development process
• Engage your workforce to drive results
• Reduce hiring bias
• Replicate top performers
• Decrease the cost of bad hires
• Develop high performing individuals, teams, leaders

• Your PXT Select™ Authorized Partner
• Ron Hiller – rhiller@insightsforperformance.com
• Talent Solution provider
• Complimentary PXT Select Assessment
• Explore the PXT Select™ Suite of Reports
• Start a Pilot of PXT Select in your organization
Ready to Learn More?

How to Build High Performance Sales Teams

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