Building a Winning Sales Team


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Championship teams win titles because they are comprised of members who are talented athletes possessing the right combination of skills, attitude, and enthusiasm to go out and win. The members of a winning sales team must also have the right skills, attitude, and enthusiasm to be successful. As a sales manager, how do you build an effective sales team? This course delivers answers by presenting information and tools that you can use to define your sales team and identify stages of sales team development. You'll discover where to look for qualified sales team candidates and what to look for in submitted resumes. Then you'll explore methods for conducting interviews and using a sales skills assessment tool to help you choose the best people for your sales team.

Target Audience
Sales managers

Expected Duration (hours)
5.5

Lesson Objectives

Defining an Effective Sales Team

  • recognize the benefits of building an effective sales team.
  • match characteristics of an effective sales team with examples.
  • match the four phases of the sales team development cycle with corresponding examples of team member behaviors.

    • Finding Sales Team Candidates

  • recognize the benefits of finding talented sales team candidates.
  • distinguish between examples of free and for-hire recruitment sources.
  • match four types of resume information with corresponding examples.
  • use resume information to evaluate a potential sales team candidate in a given situation.

    • Interviewing Sales Team Candidates

  • recognize the benefits of conducting effective interviews when selecting sales team members.
  • match the five steps of an effective first interview with corresponding examples.
  • apply the five steps of an effective first interview in a given scenario.
  • match the behavioral attributes that affect the success of sales team members to corresponding examples.
  • use behavioral interviewing questions to interview a sales team candidate in a given scenario.

    • Using a Skills Assessment Model to Evaluate Sales Candidates

  • recognize the benefits of using a skills assessment model to help select talented sales team members.
  • match the skills sets in the skills assessment model to examples.
  • match skills assessment model scoring tools to corresponding examples.
  • use the elements of the skills assessment model in a given situation.
  • evaluate information from a skills assessment model and determine the best choice for a new sales team member.

    • Course Number:
    SALE0151