Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apart from their competition, allowing them to increase sales revenue year over year? It’s not a result of their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate in their markets because they continually elevate their sales team’s performance to the level of being unstoppable.
This book is written for sales executives, sales leaders, and sales managers. If you lead a sales team and want to accelerate their performance without being forced to invest in new technology, hire more employees or completely restructure your existing sales team, then this book is for you.
The Unstoppable Sales Team contains the lessons learned, best practices and observations applied through the author’s work with sales teams globally. Building on his popular book The Unstoppable Sales Machine, the author shares the best strategies for building a high-performing sales team that outsells and outperforms their competition.
Author(s): Shawn Casemore
Publisher: Routledge/Productivity Press
Year: 2023
Language: English
Pages: 197
City: New York
Cover
Half Title
Title Page
Copyright Page
Contents
About the Author
Introduction
PART I: Why You Need a Strong Sales Team (Not Just Strong Sales Performers)
Chapter 1: Start from Where You Are Right Now
One Thing That Hasn’t Changed about Selling
What You Need Isn’t What You Think
Building an Unstoppable Sales Team
You’re in a Marathon, Not a Sprint
Scale Sales Faster Starting from Where You Are Right Now
Chapter 2: Your Sales Team’s Greatest Challenge
It’s Becoming More Difficult for Your Buyer to Buy
The Dawn of Buyer-Centric Selling
Self-Serve
Team Decision-Making Requires a Team Approach
Information Overload: Getting the Right Information at the Right Time
Master of One Trade; Jack of None
Chapter 3: Why Selling Has Become a Team Sport
Being a Lone Wolf Is Just Lonely
Top Sales Performers are Attracted to Strong Sales Teams
How Locus of Control Influences a Salesperson’s Beliefs and Behaviors
Create an Environment Ripe for Learning
You’re Sitting on a Gold Mine of Best Practices
Shawn’s Seven-Step Approach for Sales Teams to Adopt Internal Best Practices
Chapter 4: The Foundation of a Winning Sales Team
Selling is Competitive; Take Advantage of It
Experience Trumps Theory: Learn by Doing
Motivation is Inside Out and Outside In
Success Breeds Success
PART II: Building Your Unstoppable Sales Team
Chapter 5: Where to Begin: Assessing Your Sales Team’s Performance
Setting a Sales Performance Baseline
Why You Need to Isolate Poor Performance
Good, Better, Best: A Structure for Sales Team Growth
Shawn’s Good, Better, Best Approach to Measuring Performance
Basic Skill Level (Good)
Intermediate Skill Level (Better)
Advanced Skill Level (Best)
Accelerating Performance from Better to Best
Chapter 6: The Top Sales Skills of an Unstoppable Sales Team
Why Fit Is More Important Than Experience
Seven Criteria for Best Fit Sales Team Members
Shawn’s Criteria for Hiring New Sales Team Members
Element #1: Team Oriented
Element #2: Self-Motivated
Element #3: Collaborative
Element #4: Creative
Element #5: Growth Minded
Element #6: Goal Oriented
Element #7: Outward Communicator
How to Address Mistakes and Errors Made by Your Sales Team
Your Daily Sales Huddle
Chapter 7: Creating an Environment That Stimulates Sales Team Performance
Setting and Selling a Compelling Future
Shawn’s Steps to Create a Compelling Future
Multi-Directional Communication: Persistent, Parallel, and Permeable
Shawn’s Three Ps of Effective Sales Team Communication
Adopting a Hunger for New Skills Development
Factors That Influence Participation in a Learning Environment
Shawn’s Rules to Create Sales Team Engagement in a Learning Environment
Sales Meetings That Stimulate Learning
Sales Meeting Preparation
Sales Meeting Format
Sales Meeting Outcomes
Chapter 8: Motivation Doesn’t Come from Within
Why Money is Not a Motivator: Here Is What Is Shawn’s List of Sales Team Motivators
Shawn’s List of Sales Team Motivators
Sales Leader Influence over Motivation
Influence Area #1: Awareness
Influence Area #2: Positioning
Influence Area #3: Timing
Influence Area #4: Indirect Impacts
Motivating Your Sales Team: The Everyday Sales Mantra
Your Everyday Sales Mantra Structure
Example ESM #1
Example ESM #2
Example ESM #3
Example ESM #4
Example ESM #5
Measuring the Success and Impact of Your ESM
PART III: A Sales Leader’s Guide to Managing an Unstoppable Sales Team
Chapter 9: Your Role as the Leader of an Unstoppable Sales Team
The Difference: Regular Leaders versus Leaders of Unstoppable Sales Teams
Being the Gatekeeper
Do You Make the Cut? Assessing Your Unstoppable Sales Leadership Capabilities
Low Priority, Low Effort
Low Priority, High Effort
High Priority, Low Effort
High Priority, High Effort
The Journey: Building Your Skills as an Unstoppable Sales Leader
Unstoppable Sales Leader Self-Assessment
Scoring
Chapter 10: Sales Coaching: A Framework for Coaching an Unstoppable Sales Team
Talking Is Not Coaching: How to Build a Foundation for Effective Coaching
Shawn’s Foundation for Effective Coaching
The Pillars for Effective Sales Coaching
Shawn’s Pillars for Effective Coaching
Unstoppable Sales Coaching Model
Shawn’s Unstoppable Sales Coaching Model
Stage #1: Desired Outcome
Stage #2: Objectives
Stage #3: Individual Needs
Stage #4: Perceived Barriers
Stage #5: Milestones
Example #1: Improve Conversion Ratio
Example #2: Increase Prospecting Activity
Combining Sales Coaching with Feedback for Greater Impact
You as a Coach: Assessing Gaps in Your Own Coaching
Motivation
Communication
Mindset
Chapter 11: Setting Sales Performance Metrics That Matter
What Gets Measured Doesn’t Always Get Improved
Shawn’s Rules for Sales Metrics
Choosing Sales Metrics That Matter
Dynamic versus Static Measures
Leading versus Lagging Measures
Metrics That Motivate Individual Performance
Team Performance Measures That Matter (and Motivate!)
Shawn’s Rules for Performance Measures That Matter
Chapter 12: Technology to Accelerate Your Sales Team’s Performance
The Three Phases of Sales Team Maturity
Technology to Support Building Your Unstoppable Sales Team
Shawn’s Laws of Technology Adoption for Sales Teams
Technology to Boost Your Sales Team’s Performance
Introducing New Technology to Support Your Sales Team’s Performance
Shawn’s Technology Introduction Process
Chapter 13: Accelerating Your Unstoppable Sales Team’s Performance
Advancing Your Team’s Sales Skills
Advancing Your Leadership Skills
How a Good Coach Can Help Build Your Unstoppable Sales Team
The Big Short: The Counterintuitive Way to Introduce Changes to Your Team
Shawn’s Steps for Introducing Change to Your Sales Team
Step 1
Step 2
Step 3
Step 4
Step 5
Attracting Sales Talent with Sales Performer Attraction
The Future of Sales Talent (and Why You Need to Build an Unstoppable Sales Team)
Closing the Deal
Endnotes
Index
