Seven Keys to a High Performance Sales Organization

By:  Monte Lewis

Short Description of the Presentation: 

You may have a team of sales people, or only one, it really doesn’t matter.  Applying the following seven keys to high performance sales will cause any size sales team to increase its productivity and profitability.  If you want to be the best, then apply the principles that top sales teams use all across the country. 

Key 1: Launch with a Holistic Mission

• Maslow’s Hierarchy of needs

Key 2: Careful Recruiting and Selections

• Knowledge, skill and attitude
• Values dimension
• Rule of three

Key 3: Establish Clear Performance Expectations

• Plan and track (what gets measured gets done)
• Setting standards of performance

Key 4:  Develop a Sales “Team”

• Individuals may let the company down but they won’t let the team down
• Work Groups vs. Sales Teams
• Complimentary skills
• Four (4) reasons teams work well
• Three (3) reasons people resist teams

Key 5: Create a High Energy Environment

• Remove negative environment
• Nexess (intersection of sales manager and team)

Key 6:  Provide Effective Coaching

• Unconscious incompetents
• Conscious incompetents
• Conscious competence
• Unconscious competents
• Conscious unconscious competent

Key 7:  Continuous improvement

• Foster action orientation