From Process to People: How to Build High-Performance Sales Teams

In this episode of the Executive Connect Podcast, host Melissa Aarskaug interviewed Joe Sulima, an expert in building high-performance sales teams. Joe shared his insights on the critical elements necessary for developing successful sales teams, from establishing robust sales processes to finding and nurturing the right talent. He emphasized the importance of empathy, confidence, and continuous learning for sales professionals. Additionally, Joe discussed strategies for maintaining motivation, differentiating from competitors, providing exceptional customer service, and using technology to engage with clients effectively.

Key Takeaways:

0:00 - Introduction

1:53 - The Importance of a Sales Process

• Before hiring, ensure a clear and effective sales process is in place.
• Onboarding should integrate new hires into the system and clarify marketplace differentiation.

4:16 - Motivating Sales Teams 

• Establish a mission to inspire and keep the team motivated.
• Regular check-ins help maintain motivation, especially in remote work environments.

7:46 - Customer Service and Differentiation

• Exceptional customer service can significantly differentiate a business.
• Listening to customers’ needs and providing tailored solutions builds long-term loyalty.

14:13 - Mentoring and Addressing Underperformance

• Identify and address the root causes of underperformance, whether personal or skill-related.
• Implement performance plans to help employees get back on track, emphasizing support over termination.

25:15 - Effective Communication and Relationship Building

• Use social media and video to build relationships and engage with potential clients.
• Establishing long-term relationships by providing value beyond immediate sales can lead to future opportunities.

Tune in to this episode for an in-depth discussion on the strategies and practices that build and sustain high-performing sales teams.

Guest Bio:

As a Fractional Sales Manager and Sales and Sales Management Coach, Joe Sulima transforms underperforming sales teams into high-achieving powerhouses. With a proven track record of building and nurturing top-tier sales teams, he helps companies unlock their full potential and achieve exceptional sales performance.

Personal LinkedIn – https://www.linkedin.com/in/joe-sulima/

About Melissa Aarskaug:

I’m an energetic executive with 15+ years of experience steering companies to new heights of growth and scale. An engineer at heart (I started my career as an engineering manager on one of the world’s largest concrete bridges), I’ve become a trusted leader and business builder in the technology and cybersecurity space. 

Personal LinkedIn - https://www.linkedin.com/in/melissa-aarskaug/

Podcast LinkedIn - https://www.linkedin.com/company/my-executive-connect/

Website - https://www.executiveconnectpodcast.com/

YouTube - https://youtu.be/2TLSBuSd7uU