Building a High-Performance Sales Team

Building a High-Performance Sales Team

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For those of you building out a new teams in the upcoming months, check out Greg Scorziello 's book entry on building out a high-performing team.


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Join us next Wednesday, July 12th for our next episode of Tech Sales Insights LIVE featuring?Anthony Anzevino, Global Vice President of Customer Success and Renewal Sales at?Commvault:

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‘Selling with Customer Success, Increasing the Lifetime Value of a Customer'


This episode is sponsored by?The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.



"I think it's a lot more than building your LinkedIn. It really is. I mean, that's part of it, but, you know, I think when I look at Joe and when I look at Dave, I can literally cite the day, the year, the month, where those relationships were strengthened and oftentimes they're strengthened in bad times. Rather than in good times, oftentimes the sky's falling and basically if you're there and you're willing to stand with the partner, absolutely. That helps."
- Frank Rauch



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20 Tested Sandler Chat GPT* Prompts for Salespeople

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Fundamentals of Building a High-Performance Sales Team

By Greg Scorziello

What the Idea Is: The fundamentals of building a high-performance sales team.


Why It Is Valuable: There is a rule of thumb that 20 percent of the salespeople generate 80 percent of the revenue in start-up and/or growth companies. A lot of time and money can be burned hiring mediocre to average sales executives. Paying over the market for the best people will actually save the company time and money, as they will be able to build smaller high performance teams with more dedicated support, which will ultimately lead to higher revenues and profits.


How It Works:

  1. Hire the best people in the industry.
  2. Pay them 20 percent or more than the competitors; however, expect 50 percent or more in return. And most importantly, never cap the amount of commission they can make, because the company will always make five to ten times in profit for every dollar it pays a sales rep in commission. Most companies who fail to do this are usually heavily influenced by their accountants, who are focused on saving money versus generating revenue. As a result, they not only cap com- missions; they also make their commission plans very complicated in order to erect multiple hurdles created to limit commission payment.
  3. In addition to hiring the best people and paying them market-competitive or better compensation, rotate your best sales performers into marketing to develop and provide the sales team with the success formula and resources they need to win. This includes providing near real-time updates on new competitive offerings and how to position against them, even if your product is not as advanced.
  4. Focusing on customer value versus product features will also be core to your success.
  5. And finally, be faster and more agile and creative than your competitors when it comes to structuring deals aligned to clients’ budgets and needs, and doing whatever it takes to win.?



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