7 Habits of Highly Effective Sales Teams

Brandon Gracey
November 19, 2015

What do some of the industry’s high performing sales teams have that others don’t? Let’s examine 7 habits of highly effective sales teams that put them on top of all others. Below are some of the most common organizational and performance-based characteristics that explain differences between high performing, average, and low performing sales organizations.

7 Habits of Highly Effective Sales Teams

1. Organizational Excellence

When asked to rate their own sales organizations, high performers tend to rate themselves as “excellent” or “above average” more often than underperformers. This is a level of self-awareness driven by effective leadership and a positive workplace environment. People know when they are working a daily grind and not really achieving or reaching their goals. By contrast, top performers recognize what success looks like, and whether or not they are achieving success.

2. Accountability

Every sales rep should be held accountable for their actions (or lack thereof), and high-performing sales teams make accountability priority. Reps are held to strict sales quotas and other goals. So, what makes a high-performing sales team stay motivated? Keeping their job is the main thing! A high performing sales team doesn’t have time for stragglers that do the bare minimum to keep their heads above water each month. Which brings us to…

3. Weeding Out Low Performers

Sales organizations simply cannot afford to keep low-performing sales reps. High performing sales organizations tend to quickly pick out any rep that’s coming in below quota. Whether extra coaching or a probationary period is needed, effort is put into making sure that rep has the tools s/he needs to improve. If there’s no improvement,  however, high performing sales organizations tend to be quicker to terminate underperformers.

4. Results-driven Sales Processes

Results-driven sales processes are a key ingredient to a high performing sales organization. These companies tend to have processes that are automated and closely tracked. Low performing organizations, on the other hand, tend to have informal sales processes and structures, or none at all.

5. Raising the Bar on Quotas

High performing sales organizations always strive for improvement. This is why many of these organizations aggressively raise annual quotas 10% over the previous year on average. Low-performing sales organizations should keep raising the bar every year as they begin to modify, improve, and streamline their sales processes in order to see results.

6. Target-driven Leaders

Many of the best sales teams simply have the best leaders. These sales managers, directors, and VPs seek to lead their entire teams to success. They are naturally driven to reach targets and focus on consistency when it comes to reaching quotas and revenue goals each month, quarter, and year. They are also great at boosting morale and energy. Sometimes even the highest performing team can have a bad quarter, but a great leader won’t let that become a negative influence.

7. Great Sales Coaching

Another key point that separates great sales teams from the rest is their culture of great coaching and helping others. More experienced team members reach out to less experienced reps to help them improve. This kind of coaching culture helps the entire team move forward. Does your sales organization have some of the characteristics listed here? Do you need to improve on others? Let us know in the comments below. Want to know more about how to hire top performers? Check out this post.