How to Build a Successful Sales Team

High Performance Sales Team Tyson Group

In a previous post, we briefly talked about taking a Moneyball approach to sales. We looked at the sales competencies that are present in a successful sales team. And we looked at finding the right salespeople with the right skills to match our market strategy and the business environment

The current coronavirus crisis won’t last forever. We know that from experience. But we also know that events like these will have a long-lasting impact on the business environment. The question is, do you have the right people in place in your business to navigate these troubled waters? And will they support your market strategy not just in the current crisis, but in the aftermath once the crisis has passed? 

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5 Secrets to Motivate Your Salespeople

Motivate your sales team tyson group

A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?”

Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do to someone. Motivation comes from within the individual.

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Powerful Talent Assessment is the Moneyball Magic You Want

talent assessment moneyball

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.”  -Peter Brand, Moneyball

The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and antiquated statistics. Recruiters were using the same methods tied to the same statistics dating back to the early days of baseball. Because the Oakland A’s had a smaller budget for salaries, they were forced to look for players undervalued by the market. When the general manager teamed up with a statistician, they found that certain, previously ignored stats were better indicators of a player’s performance today than the traditional stats used by the bulk of the sports executives and talent scouts.

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