In the May and June issues, this column addressed key components in developing a top-performing sales organization.
I addressed the importance of the type of mindsets the individuals on the sales team must have in order to succeed, and the type of structure top performers need to operate efficiently and effectively. The analogy of having the right people in the right seats on the bus, and the bus knowing how and where to go because of structure was used to describe the process. But the most important component in building top-performing sales teams can be found by answering the question, “Why is the bus going somewhere?”