What is the Most Effective Quality Within Your Sales Management Team?

Sales has always been a team effort even if you are one person team because your potential customer (a.k.a. as prospect) is also a member of your team. If you could identify the qualities of an effective sales team, what would you consider those to be?

Would you say:

  • Sales skills?
  • Marketing maneuverability?
  • Attracting attention?
  • Inciting interest?
  • Developing desire?

Yes, these are all necessary qualities of an effective sales team, but not, in my opinion, the most effective one. Before I share that with you, what does the word effective mean to you. For me, it is doing the right thing. Some confuse effective with efficient and that means doing things right.

Legendary Coach Vince Lombardi began each football practice season by holding a football in his outstretched hand and making this simple statement: “Gentleman, this is a football.” Under Lombardi’s years, the Greenbay Packers only had 5 offensive running plays. However because they executed these plans flawlessly, they were able to consistently win game after game.

Flawless execution is the most effective quality for any sales team. When you consistently execute your overall sales process that marries marketing and selling skills together, you will always increase sales except for those unique events that are outside of your control such as 9/11 or the international financial meltdown in the fall of 2008.

Of course if you do not have an overall strategic action plan, separate marketing, sales, customer loyalty, financial, growth & innovation and management & leadership plans, written goals for each of these plans and time to practice flawless execution, then your team will start coming apart at the seams. Possibly, you may also need to assess your team to determine the actual talents within your team as well as to what motivates individual team members to take action.

Sometimes by returning to the basics, as Coach Lombardi did every practice season, your sales team can increase sales. Who knows those in sales management may also have a lot less stress given that 40 to 70% of all sales targets are not achieved.