Are you trying to build a high performing sales team, whether you are a new sales leader or just
trying to motivate your sales team, this video is something you'll wanna watch and make sure
you watch at the end, because there's a little bit of a tip I share at the end that you won't
wanna miss. Hi, I'm Shawn Casemore and I help you learn how to be a high performing
sales professional so that you can earn more and less. If that sounds good to you,
make sure you like this video and subscribe to the channel. You'll be notified each and every time I
release a new video, which is pretty much every week, okay? If you're a sales leader or you're
leading a sales team, my guess is you found that the high performing sales individuals on the team
tend to be a little bit of an individual that is they don't necessarily work well with the team.
And sometimes those that work well with the team. Aren't the strongest sales people.
That's the way it is in sales. You've got high performers that are out there and very driven.
Then you've got the rest of the team. The goal obviously is to bring the team
together and help the team themselves, be able to sell more collectively. So here are
four things you'll want to consider in building a high performing sales team. Number one, I noticed
a little bit of an acronym here. Number one is targets. Now nothing new in sales. You have to
have targets, but here's the key. Make sure those targets are personalized for each individual.
So you set basic targets you want to achieve, but you have to look at each
person's success. So the, a rate at which I close deals, maybe different than yours, the number of
people I need to connect with in order to achieve that closing ratio may be different than yours.
So you wanna do what is I call the sales, math and work backwards from what is my
personal target that I need to achieve and then really personalize the journey there. So based
on my average closing ratio and the number of people I need to talk to, to issue proposals,
what is the sales? Math is, is a number of people I need to connect with in order to hit
my target. So the targets themselves, you set for everybody, but how each person gets there
is very individual. And you need to make sure you clarify that. All right. The second thing you'll
want to consider in building a high performing sales team is to encourage team selling. You know,
years ago, when I used to sell cars, if I, I couldn't close somebody,
I would go in to see the sales manager. Now I'd stand in front of the sales manager.
He had a glass window in his office so that my prospect could see them. And we wouldn't
actually talk with the deal. I'd stand and say, the manager, look, I can't close her. I don't
know what's going on. And he would just nod and shake his head. He said, well, try this, try that.
Meanwhile, she thought we're actually discussing the deal, right? Or he thought we're actually the
deal. We weren't. The sales manager was helping me strategize around how to close the prospect.
That is what I refer to today. As team selling. Now you may bring your boss in once in a while,
but the same strategy works. When you put individuals together in the sales team,
if somebody is having a difficult time closing, or they're going to see a new large company,
send two people in because they and work with one another in order to close the deal, right?
Two people are always better than one. Now of course,
you gotta look at how you invest the time of your sales team. I recognize that, but if it's
a really important prospect or a really big company that you're not used to selling to,
you wanna make sure you put some people together on that account because you're gonna have a lot
greater chances of success. And that success will happen a lot faster. So consider and encourage
team selling for large accounts or big prospects. Hey, if you're liking these strategies,
make sure you click the like button on this video. Also subscribe to the channel. You'll
be notified at each and every time I release a new video and comment below, if you have any questions
or topics you'd like me to discuss, okay? Every sales team that I know that is high performing
has losses. You really need to accept those losses as a team, discuss them, dissect them a bit.
And really in some cases, even celebrate them. Why? Because we learn for are making mistakes,
right? If you don't lose some deals along the way, you won't really learn anything. We learn because
we realize that, oh, this scenario doesn't work with this kind of buyer or I'm rushing through
the sale because I'm getting lazy and closing too much, right? There's all sorts of lessons that can
be learned when we sell. The key is we have to accept those losses, learn from them. So as a
sales leader, don't beat people up for making losses, ask them what can we learn from this?
How can we change our approach next time? So this doesn't happen. All right. The last one
here you'll see is mentorships. Now I'm a fan obviously of sales coaching. I think it's great
to help individuals perform at higher levels. But part of coaching coaching is very proactive.
Mentorship is a little more reactive. We wanna make sure that the more senior or more successful
people on our team are seen as mentors to those who are newer or not as successful. What does
that mean? Well, it means that the newer or less successful people know that they can contact
and discuss with the more senior, more successful salespeople about the challenges. They're put your
high performers into a mentorship role, and then you wanna really make it official. Tell everybody,
right. Sean is gonna be a mentor to those of you who are new to the organization. He's gonna make
himself available for any questions you have, even if you wanna bring him into a meeting, right? It's
going back to the encouraged team selling point I made earlier. So make sure you set up mentorship
relationship. We don't want the sales team always relying on us, the leader or the manager.
We want them relying on each other. That's what builds a strong team. If you'd like more
tips and strategies on how to build a high performing sales team or just how to sell more,
make sure you click the link below. You'll be joining my Thursday thrive community. And every
Thursday I release some sales strategies that are working right now for my clients that you
can in turn apply. There's a little exercise each and every Thursday. So give it a try,
click the link below. There's no obligation. I'm not gonna try and sell you anything.
And here's the key. If you click it, you read it next Thursday or the Thursday coming. You don't
like it. You can always unsubscribe at anytime. Hey, if your team is trying to sell to larger
companies, make sure you click us video. Next. You'll learn all about how to not only find,
but close large accounts, which is critical for all sales teams to really build their motivation
and momentum. All right, take these strategies. Build yourself a high performing sales team.
If you want more ideas, you can always visit by website www.shawncasemore.com. And until next time
get a on out there, let's go sell something. Shall we we'll talk to you soon. Take care.