A look into each of the characteristics top performing sales teams have in common. View this presentation to help your team achieve their full potential.

1. CHARACTERISTICS
of High Performing Sales Teams

2. Have Quality Sales Conversations1
2 Sell Value as Opposed to Price
Exceed Sales Coaching Expectations3
HIGH PERFORMANCE SALES TEAMS

3. IMPROVING THE QUALITY
OF SALES CONVERSATIONS1

4. Web enabled buyers
are no longer
reliant on sellers
for information

5. High performing
sales professionals
add value
throughout the sales
process

6. Because they understand the
importance
off aligning to their
customers needs

7. Successful Sellers
Do better research before making calls
Develop focused call objectives
Ask the right questions
Present solutions that best align to customer needs

8. SELLING VALUE
AS OPPOSED TO PRICE2

9. Selling value
is a highly effective
way to off-set
pricing pressure

10. Selling on value requires
effort & persistence
and viewing the
customer’s business
as a whole

11. that will influence a
buyer’s purchase
There are a number of
other drivers besides cost

12. value
for the customer
total cost
incurred purchasing, implementing & operating
by the customer
benefits
you offer to the customer

13. Selling value requires
skillsspecific

14. UNDERSTANDING
stakeholder’s
priorities
PRESENTING
value to your customer
ANALYZING
the customer’s
business

15. EXCEED SALES
COACHING EXPECTATIONS3

16. Sales managers are a high leverage
opportunity for improved performance
--Source: CSO Insights, 2015 Sales Performance Optimization
84%
Coaching:
Needs
Improvement
% Reps
Making
Quota
Sales Coaching Skills
89%
Coaching:
Meets
Expectations
95%
Coaching:
Exceeds
Expectations

17. High Impact
sales coaching involves:

18. • Creating a coaching culture
High Impact
sales coaching involves:

19. • Creating a coaching culture
• Assessing skill gaps
High Impact
sales coaching involves:

20. • Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
High Impact
sales coaching involves:

21. • Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
High Impact
sales coaching involves:

22. • Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
• Following a consistent coaching process
High Impact
sales coaching involves:

23. To learn more about creating a
High Performance Sales Team
Download White Paper

24. BY Norman Behar.
@NormanBehar