5 Key Indicators of Sales Team Success

Look forward rather than backward, solution selling training experts say, to keep your sales team on the path to success. Here are the 5 best indicators of sales teams that, by looking to the future and being proactive, are primed to succeed. World class sales organizations:

1. Train and Measure Their Reps’ Performance. Invest in quality and targeted training programs with rigorous follow-through that are focused on helping their reps succeed both now and in the future. It will pay off big time.
2. Feed Qualified Leads to Their Reps. Use other proven sources to generate qualified leads from target clients rather than counting on your reps to always find their own. This is a far more effective way to use their solution selling talents.
3. Empower Their Buyers. Set up your sales process so that it is focused on the customer buying cycle that favors buyers rather than the selling cycle that is the way you like to sell.
4. Raise Their Pipeline Ratio. If your pipeline ratio to sales quota dollars is 2.0 or higher, your team is more likely to be among the world class sales organizations.  
5. Show Reps the Benefits of Technology. Reps that use technology systems to manage contacts and track sales spend less time on administrative tasks and more time helping their customers succeed and closing deals.