Developing a High-performance Sales Team
By Lance Tyson

The Post-pandemic Business Environment
Since this crisis started, the word that has dominated conversations among business leaders across industries is “uncertainty.” It’s as if a massive earthquake had shaken up the business landscape and changed it forever. Some managers are wondering if they have the right people on their teams to sell through this upheaval. Others hear their clients saying that they are planning for an unknown future. Almost all the leaders are asking, “What do I say to people right now?”Based on conversations with business leaders, here are the most significant business obstacles dominating the landscape for your clients now and in the near future:
- They are facing additional or new restrictions on their budget.
- They will be asked to produce more with less money and fewer people.
- They will want to renegotiate agreements to accommodate their new environment.
- Talent will become an issue; many leaders are realizing that they do not have the right people on the team to succeed through this crisis.
In this environment, most organizations will contract. People sell to people, and, based on Maslow’s hierarchy of needs, safety and survival will be the mindset from which most of your buyers will be operating. Since people behave differently when they don’t feel safe and when they are just trying to survive, your salespeople will need flexibility and agility in order to navigate this terrain while building their credibility with buyers.
Situational Selling Is the Foundation of a High-performance Sales Team
A variety of sales methodologies have arisen over the last decade, and each one has a unique way of viewing the customer-salesperson relationship, which governs strategies, tactics and how the salesperson perceives the buyer. But everything changes when new elements create situational dependencies.Consider this analogy: Let’s say you’re having routine surgery like hernia repair — a simple procedure so common that you could replace the surgeon with another, and he or she would do the same procedure in the same way without missing a beat. Let’s say that during this procedure, your blood pressure unexpectedly starts to drop, and the doctor can’t go forward with the same process. He or she must modify the process and use a new strategy that addresses the blood pressure drop in addition to achieving the desired result. In this situation, the doctor’s awareness, ability to analyze the situation and experience come into play. The surgeon must be flexible and nimble to change how he or she is executing the surgery in the moment.Similarly, now and into the near future, more of our sales encounters will become situational, and salespeople will need to be flexible and nimble and use the information they have on hand to make quick decisions based on their experience and the situation.
Safety and survival will be the mindset from which most of your buyers will be operating.
Elements of the Sales Process That Support Situational Selling
Identifying the High Performers on Your Sales Team
As a leader, you’re going to start looking for the factors that predict sales success when creating a team of high performers. And, when you perform that quick assessment of the salespeople on your team, you’re going to find some members who only have one speed. They know one way to execute a sale, and they don’t have the sales experience or flexibility required to navigate this new business reality. Therefore, one of your considerations must be whether you should retain these individuals and, if so, how you are going to train them, coach them and bring them up to speed.Here are a few things to keep in mind when conducting sales performance assessments:
- High sales performers have a dominant selling style based on the situation that they are addressing.
- In reviewing the assessments of salespeople, there are clear patterns in the win/loss rates when accounting for the combination of the situation and the strategy a sales rep used.
- High sales performers are more likely to use the strategy with the best odds of success in any given situation when compared to the rest of the sales organization.
- The only accurate labels you can use to classify your high performers are the labels of “agile seller” or “situational seller.”
Going forward, sales leaders will need to put the right people with the right competencies in the right place in order for their teams to be successful in the post-pandemic environment. Salespeople who are nimble, flexible, and able to process information and make decisions quickly will do well. To build and develop a team of these agile sellers, perform a skills assessment, and be diligent about training and developing their skills. Then, you’ll have a sales team that is flexible and agile enough to navigate any future business uncertainty.
Salespeople who are nimble, flexible, and able to process information and make decisions quickly will do well.
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