Sales teams are the backbone of any business. When learning how to build a sales team, employers need to know how to find the right people and equip them with the skills and processes they need to be successful. We examine a few things businesses should consider when building a successful sales team.

What Makes a Sales Team Successful

Having a capable team can make a difference in a company’s success. A successful sales team has clear objectives and achievable targets to keep the team motivated and focused. 

Who Is a Key Player in a Sales Team?

The sales leader directly impacts the performance of the team. They will play a large part in getting your sales team performing at their best. They’re responsible for developing and implementing a culture and values to help the business meet its revenue targets and growth goals.

When learning how to manage a sales team, you’ll find that what makes a successful sales team is a dedicated leader with a firm plan for the team’s success. The leader should be able to work with the other team members, relay information effectively, and keep everyone focused on achieving the goals. 

Sales Team Roles and Responsibilities

Sales teams vary in size, structure, and function. While some groups may be huge, others may be as small as one person. There are many different types of sales team roles and responsibilities. Some sales roles are designed for collaboration, while others are about competition.

The sales leader is responsible for preparing the sales team for the year and setting expectations for performance. They will share plans that include milestones and expectations for what entrepreneurs should know about sales and marketing.

3 Ways To Create a Successful Sales Team

Follow these steps to create a successful team:

Define the Performance Objectives

A salesperson should be able to clearly state the target revenue and share their goals regarding the long and short-term goals. With this information, they can better prepare themselves for the year ahead.

Build a Culture of Engagement

The sales team will achieve more significant results if they are more engaged. A close-knit team with pride and satisfaction with their work can also increase their effectiveness.

Assess Critical Sales Metrics

Do you know the ins and outs of the financials of your business? As you learn how to build a sales team, you’ll find that key performance indicators are the essential metrics that affect your financial performance. They include:

  • Customer lifetime value
  • Customer acquisition cost
  • Net profit margin

How To Support Your Sales Team

Supporting the sales team is about providing them with a product to sell. Businesses can help their sales team with good internal marketing, legal, and financial structures. The sales team then needs the knowledge and information to sell the product correctly and confidently.

Sales Goal Examples for Your Sales Team in 2023

Setting annual sales goals for your team is essential for success. These goals should be challenging enough to push the team to achieve more but not unrealistic and unachievable.

For instance, Burger King recently announced a plan to spend $400 million to revive lagging sales over the next two years. 


If you are learning how to build a sales team, be sure to have a clear vision for your sales team, the product you are selling, how you will sell it, and how long it will take. Determining who is on your sales team and using better networking tips will be essential to your success.

About the Author, James Webster

James Webster, founder and Executive Chairman of ROK Financial has almost two decades of experience within the financial services industry. His passion for helping small business owners and his innovative way of thinking, has allowed him to run multiple successful businesses including National Business Capital & Services. Under the National name, the team was able to help secure over $1 Billion in financing for small businesses nationwide.