BY Kathy Crosett
As we approach the middle of the year, it’s time to step back and assess the progress of your sales team. The January kickoff meeting is far behind you. Your sale reps have had some successes and some setbacks. At this point, you should put changes in place that will lead to optimal year-end outcomes. To achieve your goals, you also need a sales star on your team.
Objective Review of Sales Team Strengths
As new members onboard, you should monitor your sales team’s strengths and the areas that need development. You should also review whether you have assigned the team members to the right roles.
To do this, give them a psychometric assessment that also includes a sales acumen test. TeamTrait offers this type of testing, and the latest enhancements to the platform include an assessment for measuring personal AI readiness.
In addition to reviewing assessment results, you can evaluate the members of your sales team by answering a few targeted questions.
The Value of a Sales Star
The point of reviewing assessment data and asking questions is to determine whether you have a sales star on your team. These individuals close more deals than average reps. They also maintain superior connections inside and outside the organization. Possessing a positive mindset, these reps also have a long-term plan.
If you have these individuals on your team, take the time to be sure you give them the resources they need. If you have a seller who is approaching star quality, use the results of the assessment to coach them on developing the needed skills.
The following questions, sourced from C. Lee Smith, the founder of SalesFuel and creator of TeamTrait, will help you identify potential sales stars in your organization. And we’ve also included points made by Mark Hunter, a sales kickoff speaker, in his recent LinkedIn post.
Relevant Value
C. Lee Smith encourages sales managers to determine whether their reps provide Relevant Value™. Sales stars regularly provide insights — telling their customers and prospects something they didn't know or hadn't thought about. They don’t simply put together the numbers for the solution they are selling. They take the time to understand where and how a prospect is struggling. When they provide helpful information, they are also increasing their value in the prospect’s eyes.
Long-term Planning
Mark Hunter refers to sales stars as team members who possess an overachiever mindset. Part of the overachieving rep’s mindset includes planning. They are thinking about the future. As Hunter explains, they “plan their business three quarters ahead.” In the B2B ecosystem, deals can take six months, or even a year, to close. If these reps expect to exceed quota, they need to anticipate multiple outcomes on several accounts to continue their momentum.
Tech Trendsetters
The best reps stay current with technology. C. Lee Smith encourages sales managers to ask the follow question: Does the individual embrace technology like AI to do their job better? Smith notes, “Salespeople need to have the mindset of using AI as a force multiplier, not a crutch. To remain competitive, you need to hire, train and enable individuals who are ready to embrace AI in sales. Your team needs strong critical thinking skills to spot AI errors and judge its relevance for their customer’s needs. Emotional intelligence is even more crucial for building relationships and producing a clear advantage over the salesperson who relies too heavily on technology.”
Outstanding Time Management
Time management holds a spot on Hunter’s list on how to identify overachievers. Most sales managers know that individuals who manage their time well and have a set schedule work more efficiently. A sales star takes time management to a new level.
These individuals are also the team members who land more contracts. In our Voice of the Sales Rep survey, around 34% of sales reps ranked time management as a necessary characteristic for being successful on their current team.
Building Trust and Credibility Throughout the Sales Cycle
More than one recently surveyed B2B decision-maker told us that the sales stars who stood out were the ones who built trust and credibility. The process begins before the prospect and sales rep make contact. And it continues long after the initial is signed. B2B decision-makers appreciate hearing from sales reps when they have something valuable to share. This means they aren’t calling to simply sell the client an upgrade.
Committed to Self-Improvement
Hunter also touches on the importance of a sales rep being committed to self-improvement. A rep who is just starting their career can learn from others in the company. The overachieving reps will take advantage of every benefit an organization offers. If there’s a formal mentoring system, they’ll participate. If there isn’t, these reps will ask a more experienced team member for guidance.
Some experienced sales reps believe they don’t need to brush up on their sales skills. They’ve settled into a comfortable routine. But sales stars are always learning something. They keep their industry knowledge fresh by attending webinars and conferences. As they network with others, they pick up information they can share with their accounts.
Summary
Every sales manager needs at least one sales star on their team. If you don’t have one, you can identify potential candidates by giving assessments and considering which team members have the best potential to excel. With coaching and training, these reps can step up their game.
