Get 17 Ways to Build Sales Team and Achieve Big Targets

Did you know that businesses with well-structured sales teams achieve up to 33% higher revenue? (Harvard Business Review).

If you're a sales leader aiming to build a winning sales team that can hit big targets, you're in the right place. In this guide, you'll discover 16 actionable strategies to improve your sales performance and drive real results.

Importance of a Successful Sales Team Building

Building a successful sales team is crucial for any business. A well-built sales team can help you reach big sales goals. Here's why it's important:

1. Effective Sales Process Management

• To build sales, your team needs to follow a clear sales process. This process guides them from the first contact with a customer to closing the deal.
• Make sure your sales reps know each step to avoid losing potential customers.

2. Sales Force Alignment with Business Goals

• Your sales force must be aligned with the company’s goals. This means the team’s efforts should support your business strategy.
• When your sales team and business goals match, it’s easier to reach targets. For example, if your goal is business growth, your team needs to focus on acquiring new customers.
• Always make sure your sales team understands their role in achieving company goals.

3. Hiring Sales Talent with a Customer-Centric Approach

• Hiring the right sales talent is key to success.
• You need people who understand your customers. This means looking for sales professionals who focus on solving customer problems rather than just making sales.
• Choose team members who value customer relationships and prioritize their needs.

Did you know companies that hire customer-focused salespeople can increase their sales by 20%? (Salesforce).

4. Account Management to Retain Existing Customers

• Keeping your existing customers is just as important as finding new ones. That’s where good account management comes in.
• Assigning sales reps to manage current customers can increase loyalty.
• Train your team to maintain strong relationships with your existing customers to drive long-term sales.

Studies show that retaining customers is 5 times cheaper than acquiring new ones (Forbes).

5. High-Performing Sales Organization

• A high-performing sales organization is one where every member works at their best. To create this, invest in training and development.
• Teams that get regular training are 50% more likely to hit sales targets (HubSpot). Build a culture that values learning and encourages everyone to improve their skills. This helps your entire sales team perform better.

6. Sales Intelligence for Smarter Decisions

• Sales intelligence tools help your team make better decisions. These tools collect data on customers and their buying habits.
• By using this data, your team can target the right customers at the right time. For example, tools like Salesforce allow sales reps to track customer behavior, which helps them close deals faster.
• Encourage your team to use these tools to improve their performance.

Businesses using sales intelligence see a 15% increase in their sales growth (Gartner).

Innovative Ways to Build a High Performing Sales Team

1. Personalized Training Programs

Every sales rep is different. Some may be great at closing deals, while others excel at building customer relationships. A one-size-fits-all training program won’t work. Instead, focus on personalized training.

What to do:

• Start by assessing the strengths and weaknesses of each sales rep.
• Create a custom training plan based on their skills and areas for improvement.
• Include training on the sales process, communication, and handling objections.

Personalized sales training makes each sales team member stronger in their specific sales role too. This means that your team will be better prepared to close more deals and build long-term customer relationships.

2. Data-Driven Decision Making

Data is everything for sales. The best sales teams don’t rely on guesses or gut feelings. They use data to make smart decisions.

How to do it:

• Use tools that track customer interactions and sales performance. This is known as sales intelligence.
• Collect data on how customers behave, what they buy, and how long it takes to close a deal.
• Use this data to improve your sales strategies. For example, if you notice that customers respond better to follow-up emails sent within two days, make that a standard practice.

Data-driven decisions help your sales team focus on what works. Your team will waste less time and close more deals by focusing on what the data shows.

3. Develop a Strong Sales Talent Pipeline

A sales talent pipeline means you are always ready to bring in the best people for your team. A strong pipeline makes it easier to hire sales talent and keep your team performing at its best.

What to do:

• Start by identifying the qualities that make a great sales rep. Look for people who are good communicators, team players, and problem-solvers.
• Create a clear hiring process to find and bring in top talent.
• Keep building relationships with potential sales candidates, even if you're not hiring right now. This way, when you need to grow your sales force, you already know who to call.

When you have a steady flow of hiring salespeople and talent, you can fill gaps in your actual sales team quickly. This means that if someone leaves, you can bring in a new, qualified sales rep without missing a beat.

4. Gamify Sales Goals

Sales can be stressful, but making it fun can improve motivation, employee engagement, and performance. This is where gamification comes in.

What to do:

• Set clear sales goals, then turn them into a game. For example, create a point system where sales reps earn points for every new lead, call, or sale.
• Offer rewards, like gift cards or recognition, for reaching certain milestones.
• Use leaderboards to show who’s ahead, encouraging friendly competition among your team.

Gamifying new sales rep' goals makes the work more enjoyable and motivates sales reps to perform better. Your sales team will stay engaged and focused on achieving their targets.

5. Use Technology for Automation

Managing a sales process can take up a lot of time, but technology can help by automating repetitive tasks.

How to do it:

• Use CRM (Customer Relationship Management) tools to automate tasks like follow-up emails, scheduling, and data entry. Examples of CRM tools include Salesforce and HubSpot.
• Automate lead scoring to prioritize which customers your sales reps should focus on. This saves time and increases the chance of closing deals.
• Track your team’s sales performance automatically, so you know who needs support and who’s excelling.

Automation saves your team time, allowing them to focus on selling and building customer relationships. Automating tasks helps your sales team work smarter, not harder.

6. Focus on Emotional Intelligence (EQ)

Sales are not just the sales world or about numbers. Successful sales leaders and teams also understand people, which is where emotional intelligence comes in.

What to do:

• Train your sales reps to recognize their own emotions and understand their customers’ emotions. For example, if a customer seems unsure, the sales rep can reassure them by addressing their concerns in a calm, understanding way.
• Encourage empathy. Teach your sales reps to put themselves in the customer’s shoes and focus on solving their problems, not just making a sale.
• Practice active listening. Sales reps should pay close attention to what the customer is saying and respond in a way that shows they understand.

Sales reps with high emotional intelligence (EQ) are better at building relationships with customers.  Focusing on EQ in inbound sales representatives helps build trust and creates lasting customer relationships, which leads to repeat business.

7. Foster a Growth Mindset

A growth mindset means believing that abilities and skills can be developed through hard work, learning, and perseverance. Encouraging this mindset in your sales team can lead to better results.

What to do:

• Teach your sales reps to embrace challenges and learn from mistakes. Instead of seeing failures as roadblocks, they should view them as opportunities to grow.
• Celebrate small wins. When your team members achieve their goals, no matter how small, it boosts their confidence and encourages them to keep improving.
• Provide opportunities for continuous learning. Offer regular training sessions or workshops so your team can keep learning new sales strategies.

A growth mindset helps sales reps stay motivated and resilient. Sales teams that adopt this mindset tend to outperform those with a fixed mindset, as they are always looking for ways to improve and build on their skills.

8. Create Flexible Working Environments

Flexible work environments are key to keeping your sales team happy and productive. Flexibility means giving your team more control over when, where, and how they work.

How to do it:

• Allow your sales reps to work remotely when needed. Some people work best from home, while others thrive in an office setting. Giving them the choice helps them perform better.
• Offer flexible hours. Not everyone is at their best from 9 to 5. Let your team choose the hours that suit them, as long as they meet their targets.
• Equip your team with the right tools for remote work, such as reliable laptops, CRM software, and communication tools like Zoom or Slack.

A happy sales team is more motivated and productive, leading to better sales performance and improved customer relationships.

9. Incorporate AI for Lead Scoring

Lead scoring is the process of ranking potential customers (leads) based on how likely they are to make a purchase. AI can help make this process faster and more accurate.

How to do it:

• Use AI tools to analyze customer data and assign scores to each lead. These scores are based on the customer’s behavior, such as how often they visit your website or interact with your emails.
• Focus your sales reps on the highest-scoring leads, as these are the ones most likely to convert into customers.
• Update your lead-scoring model regularly to reflect changes in customer behavior and market trends.

AI can make lead scoring more accurate, saving your sales team time and effort.  By targeting the right leads at the right time, your team can close more deals and build stronger customer relationships.

10. Offer Real-Time Feedback

Giving feedback to your sales reps in real time helps them improve quickly. Instead of waiting for a monthly review, offer advice and guidance right away when they need it.

What to do:

• After a sales call or meeting, take a few minutes to offer constructive feedback.
• Be specific about what they did well and what they could improve.
• Use positive language and focus on areas where they can grow.

When sales reps get immediate feedback, they can correct mistakes right away and improve their performance. Real-time feedback keeps your sales team on track and helps build sales faster.

11. Set Milestones for Career Progression

It’s important for hiring team and your sales reps to see a clear path for growth. Setting milestones gives them goals to aim for and motivates them to keep improving.

How to do it:

• Break down larger career goals into smaller, achievable milestones. For example, set targets like closing a certain number of deals, leading a project, or mentoring new team members.
• Celebrate each milestone your sales reps reach to keep them motivated.
• Offer promotions or additional responsibilities as they hit these milestones, showing that hard work leads to growth.

When sales reps see a clear progression path, they are more likely to stay with the company and perform at a higher level. Milestones keep your sales team motivated and focused on long-term business success.

12. Focus on Soft Skills Development

Soft skills, like communication, empathy, and problem-solving, are just as important as sales techniques. A strong sales team needs both hard and soft skills to succeed.

What to do:

• Offer training that focuses on improving soft skills, such as active listening, emotional intelligence, and teamwork.
• Role-play customer interactions to help your sales reps practice their communication and problem-solving skills.
• Encourage your sales team to develop empathy, which helps them better understand and connect with customers.

Sales reps with strong soft skills can build better relationships with customers, leading to more sales. Developing these skills will make your sales team more effective at closing deals and keeping customers happy.

13. Diverse Team Composition

Having a diverse sales team is key to building sales. A full sales team from scratch, with people from different backgrounds can offer fresh ideas and different perspectives.

What to do:

• Hire sales reps with different experiences, skills, and viewpoints. This includes diversity in age, gender, ethnicity, and professional background.
• Encourage team members to share their unique ideas and approaches to solving problems.
• Make sure every voice is heard, and let team members learn from each other.

Diverse teams tend to be more creative and come up with better solutions. A mix of perspectives helps your team connect with a wider range of customers and build stronger relationships.

14. Celebrate Small Wins

Big wins are great, but small wins matter too. Celebrating small achievements can boost your sales team’s morale and motivation.

How to do it:

• Acknowledge when a sales rep reaches a milestone, like closing a deal or hitting a weekly goal.
• Give shout-outs during team meetings, send out congratulatory emails, or offer small rewards like gift cards or an extra break.
• Encourage your team to recognize each other's efforts, creating a positive and supportive work environment.

Celebrating small wins keeps your team motivated and focused. It helps build confidence, making them more likely to aim for bigger goals.

15. Leverage Customer Success Stories

Customer success stories are a powerful way to show how your product or service has helped others. Sharing these stories can inspire confidence in your sales team and potential customers.

What to do:

• Collect success stories from satisfied customers. Ask them how your product or service helped solve their problems.
• Share these stories with your sales reps during team meetings to motivate them. You can also use these stories in your sales pitch to show potential customers how your product works in real life.
• Encourage your sales reps to use these success stories when talking to leads. It helps build trust and shows that your product delivers results.

Customer success stories act as social proof, helping your brand new sales team build credibility and trust. Customers are more likely to buy when they see how your product has worked for others. Using these stories can help existing team close deals faster and improve sales performance.

16. Incentivize Knowledge Sharing

Knowledge sharing means that your sales team members share their skills and information with each other. This helps everyone improve and learn new techniques to build sales.

What to do:

• Create a reward system for team members who share valuable knowledge with the team. This could be through training sessions, presentations, or even sharing tips during meetings.
• Offer incentives like bonuses, gift cards, or recognition in front of the team for those who actively help others by sharing their expertise.
• Encourage open discussions and create a culture where helping others is valued.

When sales reps share what they know, it improves the entire company and team's performance. By rewarding team members for sharing knowledge, you create a culture of learning and support that drives better results.

17. Implement Peer Mentorship Programs

Peer mentorship is when team members guide and support each other. This can help both new and experienced sales reps build skills and confidence.

What to do:

• Pair up experienced sales reps with newer team members. The more experienced reps can share their knowledge and provide guidance on improving sales techniques.
• Set clear goals for the mentorship, such as helping mentees hit sales targets, improve communication, or learn the sales process.
• Check in regularly to see how the mentorship is going and offer feedback to both mentors and mentees.

Peer mentorship helps build trust and teamwork within your sales department and organization. By creating a strong mentorship program, your sales team will feel supported, learn from each other, and improve their overall performance.

Mistakes to Avoid while Building a Sales Team

1. Hiring Based Solely on Experience

It’s tempting to hire someone with years of experience, but experience alone doesn’t guarantee success.

What to avoid:

Don’t focus only on how many years someone has worked in sales. Avoid overlooking other important qualities like a positive attitude, communication skills, or a willingness to learn.

How to avoid it:

• Look for a mix of experience and soft skills like teamwork, problem-solving, and adaptability.
• Ask questions that reveal how a candidate approaches challenges and works with others. For example, ask them to share a time when they had to adapt to a new sales process.

Sales is not just about experience, but about having the right mindset and abilities to see new markets and grow with your company. So, focus on hiring for both skills and personality to build a successful sales team.

2. Skipping Comprehensive Onboarding

Hiring the right sales reps is just the beginning. Without proper onboarding, even the best sales talent can struggle.

What to avoid:

Don’t rush outbound sales representatives through the onboarding process. Throwing new hires into the job without training can lead to confusion and low sales performance. Avoid assuming that experienced sales reps don’t need guidance.

How to avoid it:

• Create a step-by-step onboarding program that covers your company’s sales process, product knowledge, and team culture.
• Include shadowing sessions where new hires can observe successful sales reps.
• Provide resources like sales scripts, customer information, and performance goals so new reps know what’s expected.

When new sales hires feel confident in their roles, they are more likely to succeed and help build sales.

3. Micromanaging Sales Reps

It’s important to guide your sales team, but micromanaging can do more harm than good.

What to avoid:

Don’t constantly monitor every move your sales reps make. This can make them feel stressed and unmotivated. Avoid hovering over them during calls or meetings. Give them space to work independently.

How to avoid it:

• Set clear sales goals and expectations, then trust your team to meet them.
• Instead of micromanaging, offer regular check-ins to see if they need help or feedback.
• Use sales tools and performance tracking to keep an eye on progress without being overbearing.

When sales reps feel trusted, they are more productive and motivated. Give sales representatives on your team the freedom to grow, and they’ll contribute more to your business expansion and sales process.

4. Overlooking Team Dynamics

Team dynamics refers to how your account executives and sales reps interact and work together. If you ignore this, your team might not work well as a group.

What to avoid:

Don’t just focus on individual skills. A successful sales team needs to work together smoothly. Avoid pairing reps with clashing personalities or not encouraging teamwork.

How to avoid it:

• Take time to understand how your team members communicate and support each other.
• Create team-building exercises and encourage open discussions about how they can work better together.
• Build sales team spirit by celebrating group successes, not just individual ones.

Research shows that 75% of employees say teamwork is important to their job, and better collaboration leads to higher sales performance (Stanford Study). A team that works well together can achieve more.

5. Lack of Clear Role Definitions

When the sales function and roles themselves are unclear, sales reps may get confused about their tasks. This can lead to missed opportunities and frustration.

What to avoid:

Don’t assume that everyone knows what their responsibilities are. Avoid overlapping roles where multiple reps might think they’re working on the same task.

How to avoid it:

• Clearly define each role in your sales team. For example, explain the difference between what a sales rep does versus what a sales manager handles.
• Make sure every team member understands their own targets and responsibilities.

When roles are clear, sales teams are more efficient. Giving everyone specific responsibilities helps entire team build sales more effectively.

6. Not Encouraging Innovation

Sales is always changing, the business forward, and teams that don’t innovate can fall behind. If you don’t encourage your team to try new ideas, they might miss chances to improve.

What to avoid:

Don’t stick to the same old sales strategies just because they’ve worked before. Avoid discouraging new sales reps from sharing new ideas or using new tools.

How to avoid it:

• Encourage your sales team to think creatively and suggest new approaches.
• Set aside time for brainstorming sessions where team members can discuss new strategies.
• Introduce sales tools like CRM software or sales intelligence tools that help your reps work smarter.

Innovation keeps your sales team ahead of the competition. Keeping your sales process fresh will help you reach your goals faster.

7. Not Aligning with the Sales Funnel Structure

The sales funnel shows the journey a potential customer takes, from being a lead to becoming a buyer. If your sales team isn’t aligned with this process, you might miss important steps.

What to avoid:

Don’t skip or rush through different stages of the sales funnel. Each stage, from awareness to decision, is important. Avoid sending unqualified leads to the next stage of the funnel, as this can waste time and effort.

How to avoid it:

• Make sure your sales team understands the sales funnel structure. Train them on each stage and how to guide leads through the process.
• Use a CRM system to track where each lead is in the funnel. This helps ensure that no step is overlooked.

A well-aligned sales team can close more deals.

8. Lack of Right Sales Tools for the Team

Your sales team takes can only be as effective as the tools they use. If you don’t provide the right sales tools, your team might struggle to do their job well.

What to avoid:

Don’t rely on outdated tools that don’t integrate with modern sales processes. Avoid using too many tools that complicate the workflow and confuse your team.

How to avoid it:

• Invest in tools like CRM software that help manage customer relationships, track sales, and improve team communication.
• Make sure the tools you choose are easy to use and improve efficiency, not slow your team down.

Tools help you build sales by giving sales development representatives on your team the support they need to be more productive.

9. Failing to Align Team with the Target Market

If your sales team doesn’t understand your business model and target market, they won’t be able to sell effectively. Knowing who your customers are is key to building a successful sales team.

What to avoid:

Don’t let your team target the wrong audience. This wastes time and resources. Avoid making assumptions about what your customers need without doing proper research.

How to avoid it:

• Clearly define your target market and make sure your sales team knows who they’re selling to.
• Provide your team with market research and customer feedback so they can adjust their approach as needed.

Understanding your target market leads to better customer relationships and more sales.

Conclusion

Building a strong sales team is essential to your business growth. By avoiding common mistakes, using the right tools, and aligning with your target market, you can build sales effectively. Focus on hiring the right people, fostering collaboration, and setting clear goals.

A well-structured sales process will drive your team to success, helping you close more deals and grow your business faster. Start your sales strategy today and see the results for yourself!

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