dot-pattern
Sales Empowerment Group Blog

How to Build a Healthy Inside Sales Team: An Overview

Posted by Tony Lenhart on Sep 7, 2018

What are the best indicators of fitness? Turns out, it depends on who you ask. Experts like those in the U.S. Army or heading the YMCA, stick with four traditional measurements: strength, endurance, flexibility, and body composition. Other fitness professionals track as many as 11 categories.

Whatever the number is, you can apply the concept of foundations to choosing and developing the right inside sales team. There are many parallels between grooming elite athletes and elite salespeople. Sales managers may not agree on the exact number or the categories themselves, but the following qualities should be on everyone’s roster.

5 Building Blocks of Healthy Sales Teams

  • Have a Goal – Do you have an established vision and sales process to get there? Do you communicate it effectively and get buy-in from the team on that vision? If your team doesn’t know the goal, they don’t know how they’re performing. Giving your sales team the right methodology to get there is key.
  • Flexibility – You need to know the marketplace and adapt your team’s skill set accordingly. Understand the buyer’s playing field as it relates to selling to your particular customer. Do you know your sales cycle? Do you have a handle on industry trends? Know the marketplace, and flex to the industry.
  • Strength – Your numbers are only as good as your people. Once you’ve got your team, make sure you have an Onboarding process that prepares them to compete and win. Have an effective set of Onboarding SOPs, and then follow them like you’re training for the Olympics.
  • Speed and Agility – Your team needs to respond intuitively and with confidence to a fast-changing environment. Create a living, breathing Sales Playbook they can reference in any situation. Including well-thought-out direction on your mission, vision, and values will ensure the team can act and react effectively.
  • Endurance – In order to go the distance, you need a Productive Sales Culture. Does leadership follow and enforce the playbook? Is your operations team onboard with sales support? Do you provide ongoing training and development? Those elements are key to your salespeople getting through the inevitable ups and downs of the role.

The above examples are the basis for creating a championship sales team. You can get more in-depth information on each building block by following along with future SEG articles. And if you’re ready for a fresh set of eyes and ears, and the extra set of hands to help you execute your sales team vision, contact our Sales Experts at SEG to schedule your free 30-minute consultation.