a new & better way to build your sales team...
Feb 02, 2025
Building a Top Strategic Sales Team: Embracing the New Way
In my journey to build top-tier sales teams for stakeholders through the years, I've learned that the key to success lies in evolving from the traditional sales model to a more dynamic, strategic approach. The old way of sales—where the company is merely an employer, and the seller is just an employee—no longer suffices in today's fast-paced market. It's time for a paradigm shift.
The Old Way: A Model Needing Change
In the traditional commercial setup, the sales manager dictated the account planning process, and success was measured by sheer activity. Sellers were encouraged to chase multiple opportunities, leading to a constant hustle-and-grind mentality. While this approach might have worked in the past, it often resulted in burnout and unfocused efforts that didn't always translate to impact.
The New Way: A More In-Depth Strategic Approach
In the new model, I envision each seller as a "startup," with the company acting as a venture capitalist (VC). This means sellers are empowered to drive their account planning processes, with a focus on creating measurable impact rather than just accumulating activity. Here's how I've implemented this approach in my direct teams and with clients of M. Allen:
1. Empowering Sellers as Entrepreneurs:
- I see each member of my sales team as a mini-startup. They are closest to the customer and therefore best positioned to lead the strategy. By giving them ownership of their accounts and trusting their insights, I empower them to innovate and tailor their strategies to meet customer needs.
2. Focusing on Impact:
- Rather than measuring success by the number of calls or meetings, I prioritize impact. This means looking at how effectively a seller can solve customer problems and drive business outcomes. By shifting the focus to impact, I've noticed a significant increase in meaningful customer interactions and closed deals.
3. Hyper-Focus on Winnable Opportunities:
- Instead of spreading efforts thin over numerous opportunities, I encourage my team to concentrate on those with the highest potential for success. This targeted approach allows us to allocate resources more efficiently and achieve higher win rates.
4. Adopting a Sprint, Rest, Review, and Recover Cycle:
- Borrowing from agile methodologies, I've implemented a cycle where my team sprints towards goals, rests to avoid burnout, reviews their performance, and recovers to prepare for the next sprint. This cycle not only boosts productivity but also enhances creativity and morale.
Leading from the Front
As a seller, I recognize that I'm closest to the customer, which means it's my responsibility to lead the strategy. The days of waiting for directives from management are over. By taking charge of my accounts and aligning my efforts with customer needs, I can drive better results and foster stronger relationships.
Conclusion: Embracing Change
Old ways won't open new doors. To build a top 1% strategic sales team, it's crucial to embrace change and adopt a new mindset. By empowering sellers to lead, focusing on impact, and adopting a more agile approach, I've set my team on a path to success. It's time to evolve, and I'm excited about the possibilities this new way holds for us all.
In embracing this strategic approach, I've not only enhanced my team's performance but also created a more fulfilling and sustainable work environment. It's a win-win for everyone involved.
Here are ten key strategies I've implemented to build a top strategic sales team using the new approach:
1. Develop a Seller-Centric Culture:
- Foster an environment where each salesperson feels like an entrepreneur. Encourage initiative-taking and empower them to make decisions about their accounts, aligning them with the company's goals.
2. Invest in Continuous Learning:
- Regularly provide training and development opportunities that focus on strategic thinking, customer insights, and innovative sales techniques. This keeps the team agile and informed about the latest market trends.
3. Implement a Mentorship Program:
- Pair experienced sellers with newer team members to facilitate knowledge sharing and skill development. This helps in nurturing leadership qualities and broadening perspectives.
4. Leverage Data Analytics:
- Use data analytics tools to gain insights into customer behavior and market trends. This information helps sellers refine their strategies and identify the most promising opportunities.
5. Create Collaborative Account Planning:
- Encourage sellers to collaborate with cross-functional teams, such as marketing and product development, to create comprehensive and customer-focused account plans.
6. Set Impact-Driven Goals:
- Shift from activity-based metrics to impact-driven goals. Define success in terms of customer satisfaction, revenue growth, and long-term partnerships rather than just the number of calls or meetings.
7. Foster a Culture of Feedback:
- Implement regular feedback sessions where sellers can discuss challenges and successes. This promotes continuous improvement and helps identify potential areas for growth.
8. Utilize Technology for Efficiency:
- Equip the sales team with the latest technology tools to streamline processes, enhance communication, and manage customer relationships more effectively.
9. Encourage Rest and Recovery:
- Promote work-life balance by encouraging regular breaks and downtime. This helps prevent burnout and maintains high levels of energy and motivation.
10. Celebrate Wins and Learn from Losses:
- Recognize and celebrate successes to boost morale. Equally, analyze losses to understand what went wrong and how to avoid similar pitfalls in the future.
By implementing these strategies, I've been able to cultivate a high-performing sales teams that not only meets but exceeds expectations. This approach ensures we remain adaptable, customer-focused, and ready to tackle new challenges in an ever-evolving market.
Interested to learn and explore more around this key topic, then let’s meet!
Regards,
Matt
NICE TO MEET YOU
I'm Matt Slonaker
As the Founder of M. Allen, I empower B2B companies to achieve breakthrough sales in half the time. Leveraging strategic insights, proven methodologies, and a robust network, I have produced or overseen $200 million in new revenue opportunities for stakeholders.
With experience as a revenue, financial services C-suite executive leader, and a U.S. Navy combat veteran, I bring resilience and strategic insight to every project. My results-driven approach ensures that your goals are met and exceeded.
|
