“How to Put Your Best Sales Team on the Field of Play”

Marcom Productions presents Point of View the on-demand webcast of B2B marketing best practices. I’m Rich Cunningham.

Mark ThackerPresident

Propelis Consulting

Mark Thacker is the President of Propelis Consulting, a firm specializing in outsourcing sales leadership, sales training, leadership coaching and sales optimization.In this Point of View, we look at Mark’s four-step strategy on how to put your best sales team on the field.

How to Put Your Best Sales Team on the

Field of Play

Business is a lot like football. Both require strategy, passion, focus, a winning attitude, and the commitment to excellence.

How to Put Your Best Sales Team on the

Field of Play

And like football, winning the sales game requires having the right players in the right roles performing at peak levels in critical situations.

How to Put Your Best Sales Team on the

Field of Play

Winning teams, in football and in business, have no place for players who “might be good enough.” Let’s take a closer look at how a sales team is like a football squad:

How to Put Your Best Sales Team on the

Field of Play

The leader of the sales team should be the Sales Manager (emphasis on “sales”) and the Sales Manager is, essentially, the quarterback.

How to Put Your Best Sales Team on the

Field of Play

Like a quarterback, the Sales Manager manages on-field performance.

How to Put Your Best Sales Team on the

Field of Play

Armed with a competent and reliable supporting cast of players, the Sales Manager/Quarterback can march the team down the field and score that big sale or new client.

How to Put Your Best Sales Team on the

Field of Play

Without competent and reliable players, however, the Sales Manager and the entire team are vulnerable and might have to resort to trick plays and “hail Marys”.

How to Put Your Best Sales Team on the

Field of Play

Yes, these tactics can succeed occasionally, but ultimately the team will fall short of the goal line.So how can a Sales Manager put the best team on the field of play?

Picture your ideal

organization

Think of optimal strengths and qualities for success

First, picture your ideal organizationWhat does your best sales team look like? Don’t think of it in terms of people already in your organization, but rather in terms of strengths and qualities that are optimal for continuing success.

Assess your current team

Next, assess your current teamIf you have talented players in your organization that are well-suited to help your team win, great! If not, however, don’t resort to a “wing-and-a-prayer” approach whereby you end up forcing players into uncomfortable roles. Have an opening for an outside sales rep, but you currently only have talent at the inside sales position? Don’t force a “fit” when one doesn’t really exist. Just as a defensive lineman is not built to succeed as a wide receiver, someone performing well in one part of your organization is not necessarily built to succeed in a different role.

Assess your current team

Definite YESDefinite NO

Qualified NOBasically, you’ll have three options when assessing whether current personnel will fit on your ideal sales team:1. Yes, they are a talented performer perfect for a position on the team.2. No, there’s not a role on the ideal team for this person regardless of talent or skill that might have been useful in the past.3. No, there’s not a current role for this person; however, there are indications that, with proper training, he or she could be groomed for success in an identified slot.The first two options are absolutes. The third however, warrants a word of caution: Be careful when making substitutions, especially when it means that your ideal sales organization will be slower to become a reality.

Recruit for need

Recruit for needWith your ideal organization in mind, and having made the determination that holes exist at key positions, it’s time to start recruiting your next sales superstars. While it might be tempting (as some football organizations do) to choose the best available player and place them into an existing slot, your chances of success are usually better to recruit for need and utilize sales team players where they are most likely to succeed.

Give talented players a chance

to succeed

Finally, give talented players a chance to succeed…somewhereDuring this sales team recruiting/rebuilding process, it’s possible that some personnel who have performed well in the past simply might not fit into the new structure. This was the case when team owner Jim Irsay faced the unenviable position of letting Peyton Manning go from the Indianapolis Colts. Even though Manning was the face of the organization (some would say its heart and soul, too), Irsay knew that Manning could not reach the Super Bowl again with an organization in rebuilding mode. Thus, it was in Manning’s best interest to take his talents elsewhere. Likewise, when building your ideal sales team, you might have to let good people go so they can succeed on another team. Ultimately, that’s a better alternative for everyone.

Mark ThackerPresident

Propelis Consulting

PropelisConsulting.com

Mark Thacker is the President of Propelis Consulting, a firm specializing in outsourcing sales leadership, sales training, leadership coaching and sales optimization. To learn more about Propelis Consulting’s services or to book a speaking, workshop or seminar event, visit them online at PropelisConsulting.com.

“How to Put Your Best Sales Team on the Field of Play”

From Marcom Productions, this is Point of View, the on-demand webcast of B2B marketing best practices. I’m Rich Cunningham.