There are a number of factors to consider when it comes to creating a top sales team, many of which require lots of trial and error experimentation, determination, and a positive mindset. Success is contagious – and more often than not, small successes lead to big successes. Cultivating a top sales team starts with employing the right people, providing the tools and training necessary and maintaining a work environment that thrives on and rewards success.

So what separates high-performing sales teams from average and or underperforming teams?

• Perception – This is a big one – “If you think you can – you can … If you think you can’t – you’re right”. This is quite evident when applied to sports teams – a team on a winning streak believes in themselves and continues winning, a team is in a slump can be heard talking about next year. The same is true for sales … fostering a winning atmosphere and properly acknowledging success makes your team believe they “can” and therefore they will exceed goals and expectations.
• Metrics – There is nothing wrong with having high standards for yourself and your team, in fact, high standards are likely a contributing factor to your personal success. Top entrepreneurs know how hard to push their team and set the bar high but always within reach. Reaching or exceeding targets is a strong motivator – and success begets success.
• Staffing – Finding and hiring the “right” staff is often the biggest challenge for entrepreneurs. Top level recruits seldom walk in the front door looking for a job, but if your organization is known as a terrific place to work, with attractive benefits and remuneration and an environment that is not only successful but acknowledges and rewards achievement it could happen. High achievers thrive on success and recognition so be sure that is the reputation you promote.
• Termination – In a recent study that compared high-performing sales organizations to underperforming sales organizations, 18 percent of successful companies indicated that salespeople would be terminated for poor performance after just one quarter compared with only 5 percent in the underachieving companies. It’s neither a pleasant or simple task to let a team member go, but it’s best to do it quickly before it spreads.

Many top sales leaders know intuitively that the best sales teams have strong leaders who exercise control, monitor performance and establish internal processes that all team members abide by. They hire the cream of the crop talent that creates a competitive environment and team members who cannot perform at the highest level are quickly removed. The greatest sales teams are on a never-ending mission to prove that they are the best.