development-vector-id488660040Few functions in a business have as direct an effect on its bottom line as sales. The more you sell, the bigger your revenues and profits. This means that your sales team needs to be as efficient and productive as possible.


But great teams don’t typically just come together. They need to be seeded, built and nurtured. When things aren’t going well sales-wise, it’s often an organisation’s salespeople who bear the brunt of the criticism, being told to raise their games or, worse, losing their jobs. Often, though, a lack of support from within the organisation can be as much a part of the problem. There are five things you need to do well to build a killer sales team:


It goes without saying that in order to build a good team you need to recruit well, but what does good recruitment look like? It’s different for every organisation, but there are three golden rules to stick by:


Company onboarding is often an overlooked and undervalued element of building a strong team. It stands to reason, though, that preparing a new salesperson as comprehensively as possible will help them to settle in quickly and perform well over the long-term.

In addition to telling new starters about the culture and processes within your organisation, you should take the opportunity to teach them about the organisation’s approach to sales. Modern training approaches like microlearning and Spaced Repetition can be especially effective at getting new sales recruits up-to-speed and ensuring they retain what they are taught.


Sales Training is pretty unique within organisations. It is perhaps the area of training that most benefits from a blended approach, for example with some classroom-based theory, some on-the-job training and some regular e-learning. It’s also an area in which the quality of training can be starkly apparent, with both good and bad-quality training impacting a company’s revenue. There are a number of elements we recommend that help to ensure successful sales e-learning:


Regardless of how productive and prosperous your sales team may be at the best of times, there are bound to be occasions when they lack drive, enthusiasm and motivation. Creating a motivational environment should be a priority for any sales leader. This can be easier said than done, but there are some tried and tested methods to try:


It can be easy to think that revenue is the best measure of Sales Training effectiveness, but there are too many variables at play for it to be a truly accurate measure. Tracking training effectiveness needs to be more nuanced. There are all sorts of tools and approaches you can take, but, for a rounded picture, you should consider Donald Kirkpatrick’s four levels of training evaluation:

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