{"id":10317,"date":"2019-08-23T22:06:43","date_gmt":"2019-08-23T22:06:43","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/so-what-makes-a-successful-sales-team\/"},"modified":"2022-12-19T16:53:11","modified_gmt":"2022-12-19T16:53:11","slug":"so-what-makes-a-successful-sales-team","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/so-what-makes-a-successful-sales-team\/","title":{"rendered":"So, What Makes a Successful Sales Team?"},"content":{"rendered":"\n<p>An organization\u2019s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization\u2019s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother?<\/p>\n<p>A mission statement communicates the essence of an organisation to its stakeholders and customers, and failure to clearly state and communicate an organisation\u2019s mission can have harmful consequences around its purpose.<\/p>\n<p>As Lewis Caroll, through the words of the Cheshire Cat in Alice in Wonderland says, \u201cIf you don\u2019t know where you\u2019re going, it doesn\u2019t matter which way you go.\u201d<\/p>\n<p>Guiding principles are the consequence of a mission statement that are intended to inform or shape all subsequent decision-making, which also provides normative criteria allowing policy-makers to accept, reject or modify policy interventions and activities. They are a guiding set of ideas that are articulated, understood and supported by the organisation\u2019s workforce.<\/p>\n<p>Values are beliefs which the organization\u2019s workforce hold in common and endeavor to put into practice. The values guide their performance and the decisions that are taken. Ideally, an individual\u2019s personal values will align with the spoken and unspoken values of the organization. By developing a written statement of the values of the organization, individuals have a chance to contribute to the articulation of these values, as well as to evaluate how well their personal values and motivation match those of the organization.<\/p>\n<p>The \u201cHuman Capital Development Model,\u201d created by Krauthammer International, is a logical process that can take top management concepts and translate them into a context that has real meaning for staff at all levels.<\/p>\n<p>The key to bringing this model to life is to answer the following questions:<\/p>\n<ul>\n<li>Do my team understand the organization\u2019s vision and how their role moves the organization closer to achieving it?<\/li>\n<li>How can my sales team translate the organization\u2019s mission into one that is relevant to them?<\/li>\n<li>How does the organization\u2019s guiding principles impact on the day-to-day responsibilities of sales people?<\/li>\n<li>Which of the organization\u2019s values does my sales team relate to?<\/li>\n<li>How can we interpret these values so they become compelling for each sales person?<\/li>\n<\/ul>\n<p>An effective sales team understands the big picture and the context of their team\u2019s work to the greatest degree possible. That includes understanding the relevance of their job and how it impacts the effectiveness of others and the overall team effort.<\/p>\n<p>Too often, sales people are asked to work on an activity without being told how their role contributes to organization\u2019s vision, much less how their efforts are impacting the ability of others to do their work. Understanding the organization\u2019s vision promotes collaboration, increases commitment and improves quality.<\/p>\n<p><strong>An effective team works collaboratively and with a keen awareness of interdependency.<\/strong><\/p>\n<p>Collaboration and a solid sense of interdependency in a team will defuse blaming behavior and stimulate opportunities for learning and improvement.<\/p>\n<p>Without this sense of interdependency in responsibility and reward, blaming behaviors can occur which will quickly erode team effectiveness and morale.<\/p>\n\t<p>Copyright \u00a9 2019 by Jonathan Farrington All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means without permission of the publisher.<\/p>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":167,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1386,1049,1107,1108],"class_list":["post-10317","post","type-post","status-publish","format-standard","hentry","category-blog","tag-research","tag-sales-management","tag-sales-team","tag-team-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>So, What Makes a Successful Sales Team? | Sandler Training<\/title>\n<meta name=\"description\" content=\"A mission statement communicates the essence of an organisation to its stakeholders and customers, and failure to clearly state and communicate an organisation\u2019s mission can have harmful consequences around its purpose.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/so-what-makes-a-successful-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"So, What Makes a Successful Sales Team? | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"A mission statement communicates the essence of an organisation to its stakeholders and customers, and failure to clearly state and communicate an organisation\u2019s mission can have harmful consequences around its purpose.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/so-what-makes-a-successful-sales-team\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2019-08-23T22:06:43+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-12-19T16:53:11+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/09\/OG_image.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Alexa Ray\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Alexa Ray\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/so-what-makes-a-successful-sales-team\/\",\"url\":\"https:\/\/sandler.com\/blog\/so-what-makes-a-successful-sales-team\/\",\"name\":\"So, What Makes a Successful Sales Team? 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