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Masterclass - May 24, 2021

Creating a High Performance Sales Culture

Sales teams with high performing sales cultures produce BIG results. The real question is, what sales leader is doing this at a stellar level? We know that coaching, flexibility, transparency and good training are characteristics of a high performing team, but it's the details that get us to that 5 star level. 

The folks at Spiff sponsored this event and Stan James and Matt Marshall served up some fantastic knowledge as panelists! Here’s what we discussed:

Topics

  • The importance of an organization's philosophy towards sales compensation

  • Setting goals and what to do with over and under performance

  • How to shape a high performing sales culture outside of monetary compensation

  • The role of technology in performance and goal setting

Key takeaways

  • Your philosophy for sales comp needs to be centered around alignment: alignment to your corporate objectives AND across your company. Align with transparency, simplicity and fairness to hit your goals and create a competitive destination for sales people 

  • Successful goal setting with under and over performers comes from setting high expectations very early on, and using top performers to drive the energy and urgency of the rest of the team - create a mentality of “its possible!”

  • Having high level conversations about goals as a revenue leader:  defend that you need a clear path to that goal you want and ask if the expectations are set. Numbers shouldn’t be easy but they should be realistic and achievable - without this, you could destroy your culture 

  • Outside of monetary compensation, create a high performance culture by: celebrating the wins, allowing reps to have recognition amongst peers and leaders, and promote continuing education - all of this encourages camaraderie 

  • Stan’s key takeaway: Alignment with executives on what objectives are and creating comp plan with right attitude and behavior that gets you there

  • Matt’s key takeaway: Ensure your goals are correct, achievable, and drive level of urgency and ownership in the sales team