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

Ben Wright introduces the Stronger Sales Team podcast, which is designed to help sales managers build, motivate, and keep together highly effective sales teams that grow revenue and make businesses profitable. He then explains the 4 key habits of successful sales leaders: a sales process, the Team Step Playbook, a form of measurement, and sales training. He focuses on the “S” in the Team STEP Playbook, which stands for strategy, and explains why the Team STEP Playbook is a better option than a traditional sales strategy document. It is a broad framework that allows sales managers to customize their strategic planning.

This episode focuses on the strategy elements of Team STEP, a model for business success. For the best organizations, a strategy should be viewed as an evolving process that informs their thinking, actions, responses, and learning. They should also consider their customers, capabilities, and the prevailing market when creating a strategy. As Henry Ford said, the best competitor is one who is always improving their own business.

The episode focuses on the importance of having a clear team vision and the strategies that need to be implemented in order to make it effective. The speaker states that having a team vision is powerful and can be used as a North Star to guide the business. To make sure the team vision is successful, there are five key selling strategies that should be implemented. The first is a sales process which should outline the steps that customers will go through. The next is a sales methodology which should connect the sales process together. After that is the consultation process which should bring the sales process and methodology to life. Finally, the speaker mentions demonstrations and leveraging networks as important strategies for different types of markets. In conclusion, having a clear team vision and the right strategies to back it up is essential for a successful business.

0:00:00 Intro

0:01:52 The Team S.T.E.P. Playbook

0:04:29 Why Do We Use the Team S.T.E.P. Playbook?

0:05:11 S.T.E.P: Strategy

0:07:00 The Structural Element of the Team’s Offer

0:07:06 The Structural Element of the Team’s Offer: Who are the Target Markets

0:07:32 The Structural Element of the Team’s Offer: Key Target Geography

0:07:57 The Structural Element of the Team’s Offer: Key Products and Services

0:08:35 The Structural Element of the Team’s Offer: Pricing Strategy

0:10:12 The Structural Element of the Team’s Offer: Revenue and Profit Targets

0:11:23 The Structural Element of the Team’s Offer: Team Vision

0:12:00 Key Selling Strategies

0:12:19 Key Selling Strategies: The Sales Process

0:12:41 Key Selling Strategies: Sales Methodology

0:13:14 Key Selling Strategies: The Consultation Process

0:14:38 Supporting Part of Strategy Plan

0:17:03 Elevated Pitch

0:18:21 Key Communication Templates

0:18:50 Industry Relationships

0:19:29 Recruitment Strategy

0:20:30 How Can Sales Leaders Bring Strategy To Your Teams

0:022:55 Health and Fitness Tip

0:23:53 Outro

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