With the start of a new year the common questions revolve around “what are we going to do different this year in hopes of better results?” A good place to start is by examining your sales team. Look at team members and create a depth chart, complete with all their stats. Many of you already do this with your fantasy sports teams. Look at the chart, what do you have? Do you have the right folks playing the right positions? Are they on top of their game? Are they being coached properly?
If you were building a team from scratch, what would you want it to look like? This can change from company to company based on the culture, the markets served and the diversification of the products and services. My guess though is that this team might include those who:
- Are well versed in the vertical markets that you value.
- Have good business acumen.
- Knows how you make money and is focused on uncovering opportunities where you can be successful, profitable and deliver ongoing value.
- Has both the empathy to connect with a buying organization as well as the drive to connect the necessary dots to build and sell a solution that differentiates you from the competition.
- Understands the importance of ongoing account management but works within your guidelines to allow the internal support team to manage that aspect of the relationship.
- Is committed to being the best at what they do.
There’s a good chance that there is overlap between your fantasy team and your existing team – great. Where there isn’t overlap is where you need to make changes. It may involve a new approach to your training and continuing education program and it could mean moving some to different positions. It could mean a new strategy – new plays. We all know finding new sales people has gotten harder and harder so this exercise might help in defining the attributes that you’re looking for in your next rep. In the race for talent, just looking for “more of the same” probably won’t get you to where you need to be.