Episode 13: The Energy Approach to Building a High Performing Sales Team

This week, Ben delves further into the Team STEP Playbook further, specifically the 'E' for Energy, and how it applies to building a strategy that will lead to peak performance. 

The Energy levels of teams can define a successful campaign in a more powerful way than most other initiatives they undertake. Sales Leaders have all experienced the yo-yo-ing of energy levels of their teams – from excitement to frustration and despair. It’s no surprise that building an environment where salespeople can be energised as frequently as possible is a big habit of successful Sales Leaders. So how do we create this environment?

"It's hard to beat a person who never gives up" - Babe Ruth

0:00:00 Intro

0:01:15 Recap

0:05:11 Team STEP Playbook: Energy

0:06:55 Energy: Rules of Engagement

0:07:44 Energy: Behaviors that Govern

0:08:18 Energy: Team Efficiency

0:09:55 Energy: All Around Lead Generation KPI’s

0:10:28 Energy: Personal Network Growth

0:11:48 Energy: Lead Response Times

0:12:16 Energy: How to Meet Customers

0:13:15 Energy: Deal Reviews

0:13:54 When to Abandon the Sales Process

0:14:49 Energy: Accountability

0:15:41 Energy: Post Sale Referral

0:15:57 Energy: Challenging the Status Quo

0:18:05 Energy: Prioritize the Sales People

0:18:41 Energy: Make People Safe

0:19:28 Common 'Energy' Traits in a Sales Team

0:19:36 Sales Leaders Bring the Energy Themselves

0:19:57 Deferring to Others

0:20:35 Praise Specifically & Criticize Generally

0:22:13 Free Resource - The Team STEP Playbook

0:22:49 Health and Fitness Tip

0:23:58 Outro