{"id":6452,"date":"2021-04-08T09:30:00","date_gmt":"2021-04-08T04:00:00","guid":{"rendered":"https:\/\/kylas.io\/?p=6452"},"modified":"2023-10-16T14:02:43","modified_gmt":"2023-10-16T08:32:43","slug":"create-high-performing-small-business-sales-team","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/business-growth\/create-high-performing-small-business-sales-team","title":{"rendered":"How to Build a High-Performing Sales Team as a Small Business"},"content":{"rendered":"\n<p class=\"has-medium-font-size\">Growing businesses often run lean sales teams but need star employees to follow their growth journey. <u><a href=\"https:\/\/kylas.io\/sales-effectiveness\/how-small-businesses-can-attract-and-hire-the-right-talent\/\" target=\"_blank\" rel=\"noreferrer noopener\">Hiring the right talent<\/a><\/u> is critical in creating high-performing small business sales teams. While you ensure that you\u2019re hiring the right person for the role, you must also ensure you\u2019re the right organization for that hire. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">And when it comes to the sales team, your decision directly impacts the company\u2019s top line\u2026so you can\u2019t just swing it and hope for the best.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">There\u2019s an art to hiring and retaining a high-performing sales team, and it\u2019s all the more nuanced for small businesses. As a small business, you also need to consider that a high attrition rate is much more expensive for you than for larger organizations.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-6-steps-to-creating-a-high-performing-small-business-sales-team\">6&nbsp;Steps to&nbsp;Creating a High-Performing Small Business Sales Team&nbsp;<\/a><ul class=\"ht_toc_child_list\"><li class=\"\"><a href=\"#htoc-step-1-have-a-clear-idea-of-the-type-of-small-business-sales-team-you-want-to-build\">Step 1:&nbsp;Have a Clear Idea of the Type of Small Business Sales Team You Want to Build&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-st\">Step 2: Hire The Right People<\/a><\/li><li class=\"\"><a href=\"#htoc-s\">Step 3: Create a Horizontal Culture<\/a><\/li><li class=\"\"><a href=\"#htoc-step-4-keep-team-members-motivated\">Step 4: Keep&nbsp;Team&nbsp;Members&nbsp;Motivated&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-step-5-create-a-small-business-sales-enablement-plan\">Step 5:&nbsp;Create a&nbsp;Small&nbsp;Business Sales Enablement&nbsp;Plan&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-step-6-set-up-checkpoints\">Step 6: Set&nbsp;Up&nbsp;Checkpoints&nbsp;<\/a><\/li><\/ul><\/li><li class=\"\"><a href=\"#htoc-in\">In Closing<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-6-steps-to-creating-a-high-performing-small-business-sales-team\"><strong>6&nbsp;Steps to&nbsp;Creating a High-Performing Small Business Sales Team<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"1200\" height=\"675\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team.jpg\" alt=\"Creating a High-Performing Sales Team\" class=\"wp-image-19291\" title=\"Creating a High-Performing Sales Team\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team.jpg 1200w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team-1024x576.jpg 1024w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/10\/Creating-a-High-Performing-Sales-Team-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-step-1-have-a-clear-idea-of-the-type-of-small-business-sales-team-you-want-to-build\" style=\"font-size:22px\"><strong>Step 1:&nbsp;Have a Clear Idea of the Type of Small Business Sales Team You Want to Build<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You may already have a couple of people in your sales team, and possibly more than that. The team you hire needs to work together well. This means you need a clear idea of the roles into which your current members and new hires will fit.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The first aspect to consider is the knowledge and expertise. If you have only junior-level salespersons, add<em> <\/em>a senior team member to lead them and free up your time. Although, if you don\u2019t need someone to lead the team but just more manpower, have a good mix of entry-level and mid-level team members to fill your pipeline with leads.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The second aspect to think about is personality<em>. <\/em>Your team needs to work together. You hence need to ensure that egos, or clashing&nbsp;work ethics,&nbsp;and don\u2019t get in the way of that. Sales people are used to working alone&nbsp;\u2013 as a small business, you\u2019ll benefit more from those who work well in a team towards a&nbsp;collective business objective.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-st\">Step 2: Hire The Right People<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The hiring cycle isn\u2019t necessarily quick for small business sales. You&nbsp;want someone with experience and expertise. But that\u2019s not always easy, especially if you don\u2019t yet have a large brand or budget. However, <a href=\"https:\/\/kylas.io\/blog\/sales-hiring-for-growing-business\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">hi<\/mark><\/span><\/a><a href=\"https:\/\/kylas.io\/blog\/sales-hiring-for-growing-business\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">ring the right people<\/mark><\/span><\/a> doesn\u2019t require brand and budget \u2013 it requires aligning vision and culture.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here\u2019s what you need to keep in mind while evaluating&nbsp;junior to mid-level sales&nbsp;candidates-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Are they sincere and hard-working?&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>How invested are they in growth?&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Do they align with your company values and culture?&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Does their thinking align with yours?&nbsp;(A good way to judge this is to let the conversation flow)<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>How much experience do they have in the same industry?&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Does the experience they have to sound useful for your industry in some way?&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Do they have a good command over everything they\u2019ve learned in their last few jobs?&nbsp;(You can thus weed out prospects who are just there for the job without learning the business)&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Have they taken the time to research your company? Why do they want to work with you?&nbsp;(This helps you identify candidates who are interviewing anywhere and everywhere and aren\u2019t specifically interested in your company)&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You can even hold mock conversations regarding your product and company to identify their&nbsp;demeanor&nbsp;as a salesperson.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In our experience, ensuring that the person you hire is quick to learn, hardworking, and fits into your culture and your team is more important than having enough of the right experience (unless you\u2019re hiring for a senior role).&nbsp;When hiring for a senior role, focus first on experience and expertise and second on leadership qualities. You can\u2019t&nbsp;compromise on either&nbsp;aspect, so expect to take a little longer to fill the position.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-s\">Step 3: Create a Horizontal Culture<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A horizontal&nbsp;work culture&nbsp;is characteristic of almost every small business today, but it\u2019s worth a mention.&nbsp;What we mean by a \u2018horizontal\u2019 work culture is a culture that functions as if with a flat hierarchy, even though there may be some amount of hierarchy involved.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You need to create high accountability&nbsp;regarding results&nbsp;while being liberal in almost every&nbsp;aspect. This mandates that the team feels well-connected to you and other leaders in the company.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The more the team respects and looks up to you, the more encouraged and self-motivated they will be to do a good job.&nbsp;A few ways to create a horizontal work culture (even when there\u2019s&nbsp;a&nbsp;hierarchy) are-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Implement an open-door policy<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Keep team members in the loop of business goals and plans&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Hold frequent team meetings&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Play an active role in the day-to-day workings of the team&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\">\n<li>Be actively invested in the growth of each team member&nbsp;<\/li>\n<\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But you should not mistake a horizontal work culture for \u2018being their friend\u2019 and forget about accountability. Treat your team like the adults they are, and ensure they know they\u2019re responsible for their targets. Instill the confidence in them that you&#8217;re there to enable them to meet the targets. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A horizontal work culture&nbsp;with a good level of accountability&nbsp;instills trust among the team, between the team and you, and between the team and the organization.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-step-4-keep-team-members-motivated\" style=\"font-size:22px\"><strong>Step 4: Keep&nbsp;Team&nbsp;Members&nbsp;Motivated<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sales motivation is by no means a new subject or an unexpected one. The expectations from sales teams are sky high and the work can be extremely stressful. They hence need a unique and purposeful&nbsp;<u><a href=\"https:\/\/kylas.io\/motivation\/sales-motivation-approaches-small-businesses\/\" target=\"_blank\" rel=\"noreferrer noopener\">motivation plan<\/a><\/u>.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">As any <u><a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-motivation-sales-effectiveness\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales motivation guide<\/a><\/u> will tell you, there are certain external and internal factors to consider when mapping out a plan. External factors are usually monetary, motivating the sales team from the outside in. <a href=\"https:\/\/kylas.io\/wp-content\/uploads\/2022\/02\/Infographic-Sales-Incentives.pdf\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Thi<\/mark><\/span><\/a><a href=\"https:\/\/kylas.io\/wp-content\/uploads\/2022\/02\/Infographic-Sales-Incentives.pdf\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">nk incentives<\/mark><\/span><\/a>, bonuses, etc.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Internal factors cause a salesperson to be intrinsically motivated or self-motivated. This comes down to the salesperson&#8217;s personality but can be fanned by opportunities for growth or recognition.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">What\u2019s important is that you ensure a strategy that considers a form of consistent motivation. We recommend a mix of internal &amp; external so that your sales team has something to look forward to and feels appreciated.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If yours is a <a href=\"https:\/\/kylas.io\/sales-motivation\/sales-motivation-and-remote-working\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">remote team<\/mark><\/span><\/a>, you must also account for that opposing force of boredom and team members feeling cooped up. Unless you only have an inside sales team, most are used to being out in the field!&nbsp;Combat any of that downward drag with some&nbsp;interactivity, engagement, and growth.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-step-5-create-a-small-business-sales-enablement-plan\" style=\"font-size:22px\"><strong>Step 5:&nbsp;Create a&nbsp;Small&nbsp;Business Sales Enablement&nbsp;Plan<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is one of the most important \u2013 and often overlooked \u2013 parts of leading a sales team. <a href=\"https:\/\/kylas.io\/sales-enablement\/sales-enablement\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Sales enablement<\/mark><\/span><\/a>&nbsp;is all about&nbsp;enabling&nbsp;your sales team to perform well.&nbsp;This is done by empowering them with knowledge, learning resources, and <a href=\"https:\/\/kylas.io\/blog\/sales-playbook\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sal<\/mark><\/span><\/a><a href=\"https:\/\/kylas.io\/blog\/sales-playbook\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">es playbooks<\/mark><\/span><\/a> that help them continuously improve.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You might wonder, \u201c<em>Won\u2019t they look at all this learning as a chore?<\/em>\u201d&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Usually, a salesperson\u2019s takeaway depends vastly on his proficiency in sales. They are hence usually quite keen to update their knowledge and the techniques they know.&nbsp;As a big positive, this&nbsp;continuous learning also acts as&nbsp;a motivational tool.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong><em>Pro tip-<\/em><\/strong> Keep in mind that sales enablement begins right at the outset. The minute you hire a new salesperson, have an onboarding plan ready where you share documents and playbooks for their reference. They feel empowered right from the first day!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-step-6-set-up-checkpoints\" style=\"font-size:22px\"><strong>Step 6: Set&nbsp;Up&nbsp;Checkpoints<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">No sales processes&nbsp;and sales techniques&nbsp;are&nbsp;set in stone. Consumer behavior and preferences are so varied today that there can be no direct formula to making a sale. You need to constantly check in on the sales processes and ensure that the team is following them well. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Salespersons love to get caught up in prospecting and converting \u2013 the processes may bore them a bit, so it\u2019s up to you to set up regular checkpoints on the same.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Constantly <a href=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/12\/8002000-Infographic.pdf\" target=\"_blank\" rel=\"noreferrer noopener\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><span style=\"text-decoration: underline;\">track<\/span><\/mark><\/a><a href=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/12\/8002000-Infographic.pdf\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><span style=\"text-decoration: underline;\"> your sales metrics<\/span><\/mark><\/a>. Consider leads that convert and those that don\u2019t, breaking down their journeys and the reason for their conversion or lack thereof. Then, you can address any patterns and trends\u00a0with a change in the necessary process among your team.\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For example, let&#8217;s consider you own a home appliances&nbsp;company. You&nbsp;realize&nbsp;that&nbsp;consumers register as a lead but are confused about which version of the appliance is the best for them. You can accordingly equip your inside sales team with a&nbsp;thorough guide to share with them and equip your distributor with the knowledge to sell in-person.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Answering questions at the&nbsp;first touchpoint&nbsp;helps you convince the customer right away before he visits a distributor or considers other products.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In this case, your checkpoint would help you realize the barrier to the sale, which is customers being confused. You can then possibly&nbsp;avoid&nbsp;losing that customer once they visit the distributor. You can add the process of creating additional informational documents&nbsp;and equipping the pre-sales\/inside sales team to hand them out.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong><em>While we have you<\/em><\/strong>: An easy way to introduce new workflows and processes, quickly send out collaterals to leads in a click, and analyze sales funnels at your fingertips is a sales CRM. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><a href=\"https:\/\/www.kylas.io\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Kylas&nbsp;Growth Engine<\/u><\/a>&nbsp;is a sales CRM at its core, with end-to-end support and onboarding and training by experts. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Kylas&nbsp;is even coming up with a built-in motivation system that keeps your sales team powered up at every turn.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-buttons align-button-center\"  id=\"ub-button-e6b883bb-7695-4d44-a8ae-f338369e68a3\"><div class=\"ub-button-container\">\n    <a href=\"https:\/\/kylas.io\/?ref=demo\" target=\"_blank\"\n    rel=\"noopener noreferrer\"\n    class=\"ub-button-block-main ub-button-medium\" role=\"button\">\n    <div class=\"ub-button-content-holder\"><span class=\"ub-button-block-btn\"><strong>Schedule a Demo Now!<\/strong><\/span>\n    <\/div><\/a><\/div><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-in\">In Closing<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Low performing sales teams are usually the result of a poor hiring process. It stems from a lack&nbsp;of&nbsp;judgment on someone\u2019s part, lack of motivation, and a lack of vision. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Stick to our 6-step process, and you\u2019ll have a team that\u2019s&nbsp;as strong together as it is individually!&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Growing businesses often run lean sales teams but need star employees to follow their growth journey. Hiring the right talent is critical in creating high-performing small business sales teams. While you ensure that you\u2019re hiring the right person for the role, you must also ensure you\u2019re the right organization for that hire. And when it &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/business-growth\/create-high-performing-small-business-sales-team\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;How to Build a High-Performing Sales Team as a Small Business&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":19290,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[14,16],"tags":[13,27,42],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/How-to-Build-a-High-Performing-Sales-Team-as-a-Small-Business-1.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Create a High-Performing Small Business Sales Team<\/title>\n<meta name=\"description\" content=\"The sales team can be an asset for your small business. Here&#039;s how you create a high-performing small business sales team.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/business-growth\/create-high-performing-small-business-sales-team\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Create a High-Performing Small Business Sales Team\" \/>\n<meta property=\"og:description\" content=\"The sales team can be an asset for your small business. Here&#039;s how you create a high-performing small business sales team.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/kylas.io\/en\/business-growth\/create-high-performing-small-business-sales-team\" \/>\n<meta property=\"og:site_name\" content=\"Kylas Growth Engine | Sales CRM Software for Small businesses\" \/>\n<meta property=\"og:image\" content=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/How-to-Build-a-High-Performing-Sales-Team-as-a-Small-Business-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"562\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Shagun Sharma\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Shagun Sharma\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"8 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How to Create a High-Performing Small Business Sales Team","description":"The sales team can be an asset for your small business. 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