Salespeople: If You Don’t Have This, You’re Doomed

Disclaimer: This post began as a single post, a 3 step process on How To Build A #Badass Sales Dream Team…and then I started writing. By the end of the first step, I already had over 600 words and, ain’t nobody got time for that! So, this is Part 1 of a 3 Part Series on how you and your sales partners can get to dream team level. Sales partner alignment is crucial to any successful and fruitful sales team All too often, sales partners don’t know what each other does all day let alone the impact that each other’s activities have on the success of the territory.  They can butt heads, especially if the team isn’t on target to hit goal. But the importance of team alignment isn’t just about avoiding the blame game – it’s bigger than that. It’s ultimately about making sure that sales teams are  on the same page and processes are set to enable a lean, mean selling machine. Sales is about people; when it comes down to it, they’re the foundation. And the most important person in your territory is your partner(s). You should work together like a well-oiled machine, identifying needs and opportunities and then fulfilling them. If just one team is inspired to invest the time and planning it takes to design that well-oiled machine, then color me happy!  

So, what is this thing that if you don’t have it, you’re doomed as a salesperson? It’s a well thought out territory plan that all members of your sales team participate in writing.

If your sales role doesn’t have a territory plan, it’s time to make one. Sure, creating a written record of the processes and best BestPracticespractices that work in your territory may seem tedious but it will pay dividends in the long run, especially if there’s turnover within the team. Sit down with your partner and break down your territory: Include territory segmentation, defining and identifying your top producers, new producers, fallen angels and prospects by their degree of interest/potential. If there’s a partner out in the field, establish a zone rotation, based on geographical region, to ensure that every corner of your territory has access to a face-to-face meeting. Determine a call cadence that prioritizes your touches based on territory segments and zones. Create a running list of sales ideas and core stories that resonate in your territory, making note of any patterns that arise so you can come up with fresh ideas that you know will add value to your clients. Establish the year’s business priorities and targeted activities to get the decided upon results. CRM that'd be greatEqually important, are your territory’s CRM notes. For every person that you speak with, keep track of any Needs, Pains, and Why do they or don’t they buy? details. I like to keep that in the Notes section of Salesforce because it’s towards the top and is a searchable field if I want to run reports. I also like to include any personal information that my clients share with me – family life, hobbies, favorite teams, etc.. A little of the right information can go a long way in making and growing a connection. If your clients and prospects are generous enough to share that information, you’re only hurting yourself by not recording it in your CRM so that it’s at your fingertips.     11_Chuck-Norris-WhoCommit to putting together an outline of your ideas for each aspect of your territory plan. Ron Snyder’s article on SellingPower Blog clearly lists 35 importantquestions you need to ask yourselves. Then schedule a brainstorm power hour or two with your sales partner/sales team within the next week. And voila, before you know it, it’ll be Tuesday, September 8th, and I’ll drop step 2 of 3  of How To Build A #Badass Sales Dream Team! Get on with yo’ bad self and be like Mick and punch that shark in the face!        


Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.