Your
sales team is the productivity engine of your business, and its success hinges
on its collective strength. Teamwork is crucial, and it’s important to create a
collaborative environment where everyone shares the same overarching
purpose.
When
building a sales team, look out for and nurture personality traits that allow
both individuals and the team as a whole to thrive—traits like communication,
adaptability and resilience. You should also create a blueprint for your ideal
team, provide resources for success and establish clear incentives.
Whether
you’re expanding your existing team or starting from scratch, building a sales
team is challenging but achievable.
The
actionable steps outlined in this article will guide you through the
intricacies of assembling a team that exceeds expectations and drives success
for your organization.
Step 1: Define your ideal salesperson
Before
you begin to build
your sales team, define your ideal candidate.
The question isn’t who do you hire, but why do you hire them? The
sales veteran with 20+ years of experience might not be the right choice if
your team needs digital natives with fresh perspectives.
Look
at your current team and determine what skills they might lack that a new hire
could fill. This keeps your recruitment efforts laser-focused on candidates
that maximize the agility
and adaptability of your workforce, not just
bodies that fill a seat.
You
should also consider culture
fit. Hiring someone whose values, behaviors and goals
align with your company culture improves teamwork and productivity, laying the
groundwork for a successful sales team.
Step 2: Build your sales team blueprint
Whether
you’re building a sales team from the ground up or building out an existing
team, start by drawing up your ideal sales team blueprint. Think about:
- How you want the team to be structured
- What roles will be defined
- The different levels of management
A
structured blueprint with clear communication channels and role delineation
ensures that everyone knows their responsibilities. This strategic planning
increases skill utilization, avoids unnecessary duplication of work and
promotes a more streamlined and effective sales operation.
But
your blueprint isn’t just about filling roles - it’s about establishing a
talent pipeline that can be nurtured into higher levels of leadership.
Clearly
defining your sales team blueprint means your hiring practices will be
proactive, allowing you to find the best talent who will drive your business
forward.
Step 3: Provide resources for success
Sales
training resources and skilled leadership are the dual pillars of building a
sales team. While some businesses may be tempted to cut corners in these areas,
they are strategic investments that contribute to a more capable and resilient
workforce.
Providing
comprehensive sales training upfront equips new hires with the same
institutional knowledge so they can hit the ground running. Well-trained
employees are better prepared to handle challenges, adapt to market shifts and
deliver consistent results.
Equally
crucial is having sales leaders with a proven track record of managing teams.
Experienced leaders bring valuable insights, mentorship opportunities and a
strategic vision that positions the team for sustained growth in the
competitive marketplace.
Step 4: Establish clear incentives
The
most successful sales teams are backed by incentives. Research shows that
incentive programs can increase individual performance by 27%.
There are many ways you can motivate your sales team:
- A commission structure
- Bonuses for hitting quotas
- Gamification, like contests or point systems
- Celebrated success
- Team experience days
- Development opportunities
- Paid time off
Whatever
it may be, incentivizing your sales team is a priority. By aligning individual
and organizational goals, you fuel motivation and make employees feel valued.
You also cultivate a competitive and driven culture that’s the cornerstone of
productivity.
Step 5: Reassess and re-evaluate over time
Even
with all these steps, sales success is often a factor of trial and error. In
many cases, it takes a lot of adjusting to find your perfect team structure and
organizational flow.
Keeping
your team motivated is essential for sustained success. Over time, motivations
evolve, requiring diverse strategies. Financial incentives might dominate at
first, but as teams mature, factors like career development, recognition and a
positive work culture become increasingly vital.
Adapting
motivational approaches means individuals will be continually engaged with
their roles, heightening performance and reducing employee turnover.
More
crucially, you will cultivate a loyal and cherry-picked talent pipeline that
will fortify your succession planning, sharpen your competitiveness and
future-proof your entire sales organization.
How can Hanover support you in building a sales
team that drives limitless success?
When
you’re looking for your ideal hire for sales roles, speed and strategy are
critical, especially in today’s talent wars. An executive search firm like
Hanover specializes in connecting businesses with top-tier talent, offering
unique advantages that keep you ahead.
While
there are many talent agencies to choose from, Hanover possesses the expertise
and strategic partnerships you need to access high-performing talent. Not only
do we assist in the scouting process, but we also consult your business needs
to ensure you are hiring the right talent for the goals you’re trying to
achieve.
Start a conversation with us today
and learn how you can build a successful sales team with Hanover’s help.
