Build a World Class Sales Team

2. 5 Key Factors to Create
a World Class Sales Team
1. Knowledge (Products, Offers, Processes)
2. Right Talent (Fit For Purpose)
3. Empowerment (Freedom to Act)
4. Real Time Information (Decision making)
5. Leadership (Vision, Guidance, Motivation and
Coaching) (Strategy, Processes, Support,
Metrics)

3. POLL

4. BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM
I. Sales Leadership:
Many leaders rely primarily on sales metrics and timelines to drive performance.
Highly effective sales leaders apply coaching methods that are individualized to
each team member, recognizing their strengths and weaknesses while motivating
them to unlock their potential and inspire others.

5. Traits of a Great Sales Leader:
• Clearly articulates a vision and team purpose
• Individualized attention without favoritism
• Manages qualitative and quantitative objectives (metrics) that are achievable and clearly
defined
• Provides the necessary tools for continuous learning, self-appraising and tracking key
metrics (Training, Gamification, CRM, etc.)
• Source of unconditional support and encouragement to the team (Has their backs)
• Coaching according to the needs of each team member (relevance and frequency)
• Promotes collaboration and values collective intelligence
• Recognizes individual and team achievements on a timely manner
TRAITS OF A GREAT SALES LEADER

6. II. Alignment between Strategy, Processes (Practices)
and Metrics
Each sales strategy must embrace the initiatives, processes,
milestones and metrics necessary to achieve their ultimate
objective. To foster an execution culture, every aspect of this
process must have specific owners, clear metrics and consistent
communication.
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

7. 1. Conocimiento (Productos, Ofertas, Procesos)
2. Talento Correcto (Compatibilidad con
Responsabilidades)
3. Apoderamiento (Libertad para Actuar)
4. Información en Tiempo Real (Decisiones)
5. Gestión, Motivación y Coaching (Procesos,
Acompañamiento, Métricas)
Estrategia
Iniciativa
Proceso
Métricas
Reconoci
miento
Evaluación
Mejora
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM
STRATEGY
INITIATIVE
EVALUATION
IMPROVEMENT
PROCESS
METRICSRECOGNITION

8. III. Don’t be Fooled, Talent is your most important asset!
The best sales leaders identify, hire and retain the best talent available.
If you seek extraordinary results, hire and retain extraordinary talent
and invest in their mentoring, training and development.
Identify people whose skills and values are compatible with the
culture, strategy, products and processes sought by your organization.
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

9. TRAITS OF A GREAT SALES
PROFESSIONAL
• Presence
• Interpersonal Skills
• Curiosity
• Good Listeners
• Persuasive
• Validate (Confirm)
• Passionate about Customers
• Trustworthy
• Consultant (Not sales (man/women))

10. “Outstanding people have one
thing in common: an absolute
sense of mission”
Zig Ziglar

11. IV. Process: Enabler or Inhibitor?
Each sales team adopts a series of common practices that
defines how they interact with their customers and the steps
they follow to identify, qualify and close a sale.
• Standardize Best Practices
• Eliminate Bureaucracy
• Provide your team the Right Set of Tools
• Evaluate the Effectiveness of your processes and Adjust them as Necessary
• Stay updated with industry trends and innovations
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

12. V. Closing the Knowledge Gap:
A great development plan embraces all aspects impacting your
sales processes and monitors both KNOWLEDGE and
CONFIDENCE levels:
• Products
• Promotions / Specials
• Key Skills (Negotiation, Persuasion, etc.)
• Sales Processes and Methodologies
• Customer Orientation
• Consultative Capabilities
• Technology and Tools (CRM, CPQs, Battle Cards, etc.)
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

13. "Knowledge, Real Time Information and
Consistent Decision Making are essential to
building an empowered and confident sales
organization that consistently delivers results”
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

14. VI. Celebrate! Winning is fun.
Healthy competition, timely recognition and celebration are key
factors to boosting productivity and building a world class sales
team.
BEST PRACTICES TO DEVELOP A WORLD
CLASS SALES TEAM

15. “The secret of getting ahead is getting started.
The secret of getting started is breaking your
complex overwhelming tasks into small
manageable tasks and starting on the first one.”
Mark Twain

16. QUESTIONS?

17. PREMIUM CONSULTING SERVICES
Sales Leadership, Adoption &
Change Management
Basic User, Administrator,
Power User and Strategic Sales
Commercial Process
Consulting
Configuration, Development,
Integration & Support

18. THANK YOU

19. Contact us!
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /DobleGroup

20. Doble Group, LLC
D o b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i m p r o v i n g
c o m m e r c i a l b u s i n e s s r e s u l t s t h r o u g h C R M s o l u t i o n s a n d t h e a l i g n m e n t o f t h e
o r g a n i z a t i o n , i t s p r o c e s s e s a n d t e a m s f o r s u c c e s s . W e d e l i v e r o u r s e r v i c e s
t h r o u g h h i g h l y c u s t o m i z e d c o n s u l t i n g , t r a i n i n g a n d c o a c h i n g p r o g r a m s a n d
t h e w o r l d ’ s # 1 C R M t e c h n o l o g i e s , S a l e s f o r c e .