With so many business issues and challenges beyond your control, Presidents, CEOs, and business owners who focus on what they can control will put their companies in a better position for growth.  Since building your sales team is one such issue, why settle for anything less than an over-achieving sales team?

The first thing to focus on when building a team of over-achieving sales people is to find people with a true passion for sales.  In our sales force development consulting practice the first step in any engagement is to conduct an Impact Analysis so we can understand the strengths and hidden weaknesses of everyone on the sales team (along with an assessment of your sales systems and processes and a host of other issues).  One of the key strengths we look for - and often find lacking - is the sales team's desire to be in sales.

For many sales professionals, sales is a career of default.  There is no passion - it's just a job.  Why?  Our beliefs drive our world view and if I ask you to write down the first five things that come to mind when you think of a "sales person" your list will probably include words such as:

• Slick
• Insincere
• Pushy
• Aggressive
• Untrustworthy

However highly successful sales people tend to have a very different view of their profession.  Most really don't think of themselves as "sales people."  Rather they see themselves as "helpful problem solvers."  When you build an over-achieving sales team filled with helpful problem solvers who are truly passionate about the products and services you offer and the meaningful impact they can have on the customers you serve it is much easier to grow your business.  Find people with a strong desire to be in sales because they truly believe in helping people and you will be on your way to building an over-achieving sales team.