Your Roadmap for Building High-Performing B2B Sales Teams

In the competitive world of B2B sales, creating a high-performing team is no small feat. Success in this domain relies heavily on a well-defined roadmap that sales leaders can follow. The Team STEP Playbook provides an extensive framework designed to empower sales leaders and steer their teams toward resounding success. In this article, we will take a deep dive into the critical role of strategy in the Team STEP Playbook and how it can set your sales team on a trajectory towards excellence.

The Four Key Habits of Successful Sales Leaders:

Sales leaders who consistently excel in their roles share four key habits:

• Sales Process: A streamlined, executable sales process acts as the cornerstone for guiding sales teams effectively and consistently. And of course, I am happy to share my Sales Process with you.
• Team STEP Playbook: Introduced earlier in this series, the Team STEP Playbook consists of three key levers that lead to peak performance. It's a holistic approach to sales leadership. 

• Measurement: Regularly measuring performance is not just advisable; it's crucial for success. (Tip: I’ve got a great way to simplify your metrics…check out my 3-Box Measurement Model)

• Long-term Training: A focus on continuous sales training and sales coaching ensures that your team remains adaptable and competitive. A highly trained sales team is one step closer to revenue (and profit) growth! (Tip: Check out this great guide if you want to set up a training program for your team)

I consider these four key habits as foundational pillars for successful sales leadership.

Why Choose the Team STEP Playbook Over Traditional Sales Strategy Documents:

Traditional sales strategy documents can feel rigid and generic. In contrast, the Team STEP Playbook offers agility, allowing Sales Leaders to adapt their strategies on the fly. It's a framework that encourages flexibility and fosters creative problem-solving.

Breaking Down the Strategy Step:

Now, let's dive into the ‘Strategy’ step of the Team STEP Model, a critical element in building high-performing sales teams.

Strategy, in this context, focuses on:

• Key Target Markets: Identifying your ideal customer profiles is a cornerstone of your strategy.
• Key Target Geographies: Determine the regions or areas you want to serve and tailor your strategy accordingly.
• Key Products and Services: Clearly articulate what your business offers, with a special focus on lead products.
• Pricing Strategy: Decide how you'll price your products or services to maximize profitability.

• Revenue and Profit Targets: Set clear targets and consider sharing profit targets to provide perspective to your team.
• Team Vision: Develop a compelling mission and vision for your sales team, serving as a guiding star for your endeavors.

Key Selling Strategies:

Sales Leaders should consider various selling strategies, including:

• Sales Process: Your sales process should be clear, easy to follow, and match the customer's journey.

• Sales Methodology: Choose a methodology that aligns with your sales process and the nature of your industry.

• Consultation Process: Define how you prospect, hold discovery meetings, and present solutions to customers.

• Presentation and Quotation Tools: Ensure your sales and marketing collateral is well-crafted and resonates with your target audience.

• Sales Technology Stack: Embrace technology that simplifies and enhances your sales processes, including communication and customer relationship management tool

• Elevator Pitch: Develop a concise pitch that conveys the problem you solve and how you do it effectively.

• Key Communication Templates: Provide predefined email templates and messaging for your team, ensuring consistent and compelling communication.

• Sales Handover Process: Establish a process for transferring information from sales to delivery teams to ensure a seamless customer experience.

• Industry Relationships: Forge affiliations with industry organizations and their customers to expand your reach and credibility.

• Recruitment Strategy: Strategically plan how you'll attract and retain top talent to build a formidable sales team.

• Headcounts and Team Composition: Determine the number of team members and their roles, aligning them with your strategic goals.


Implementing Strategy in Your Sales Team:

Bringing structure to sales teams is a significant undertaking, but it's also essential for long-term success. Here's how you can effectively integrate strategy into your sales team:

• Engage your team in the strategic planning process, involving them in ideation and actions.
• Use one-on-one meetings, sales meetings, and system symbols to reinforce key strategic elements.
• Regularly review and adapt your strategy as the business landscape evolves.

Listen to the podcast: Episode 11: The Strategic Approach to Building a High Performing Sales Team

Conclusion:

A robust strategy is the cornerstone of building a high-performing sales team. The Team STEP Playbook provides the flexibility and agility needed in the dynamic world of B2B sales. By focusing on key structural elements, selling strategies, and supporting strategies, Sales Leaders can create a clear path to success for their teams.

In the ever-evolving landscape of B2B sales, a well-defined strategy is your North Star, guiding your team to peak performance and sustainable success.

Eager for more insights?

I've got so much more to share with you on the Stronger Sales Teams Podcast – with new episodes dropping weekly, listen in today!

About the Author

Hi, I’m Ben

I’m a builder of incredible sales teams, trainer, coach and an avid believer that the best sales leaders are constantly sharpening their tools to achieve an ‘edge’.

[email protected]