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Developing the Right Team

What would it mean if you had more superstars on your sales team and could retain them longer?

Selecting the Right People

Selecting the right people is a critical task and losing high performers significantly impacts our results.

However, many companies hire based upon work experience, as outlined in a resume, combined with a handful of interviews. This approach can’t determine whether somebody has the work habits required to succeed at your company. It also cannot tell you if the person will thrive or struggle in your culture.

There are better ways to insure a higher success rate. Job-matching, using a variety of our tools, and interviewing techniques, will increase your chances of hiring a successful team member by 400%.

Successful On-boarding

Getting new hires up to speed and productive as quickly as possible is imperative. However, most companies put their reps through a few days of orientation and "product" training then expect their new reps to be effective. New Rep On-boarding should incorporate all the elements of the sales process and the proven formula that will allow the rep to be successful.

Retaining Key Performers

Retaining key performers is an extremely important characteristic of a high-performing team. Sales Leaders need to focus on keeping them engaged and productive, managing their performance, and infusing their best qualities into the rest of the team.

Developing the Team

Finally, and most importantly, a Sales Leader must know how to develop their team. The higher the quality of your team, the better results they will produce. Sales reps will not get better on their own. Sales Leaders must know how to identify the areas where reps need help, then provide clear direction on how to improve. Sales Leaders must also determine when to take steps to replace underperformers.


Are you experiencing any of the following symptoms/issues?

  • Do you wonder if you have the right people?
  • Do you rely on the same top performers to hit your numbers?
  • Are you uncertain whether to let someone go or continue to develop them?
  • Do you have formal training programs in place?
  • Have you documented the experience, traits and motivations of your top performers?
  • Are you getting the best candidates available?
  • Are you using disciplined processes, assessments, and interviews to select the right people?
  • Have you ever hired a “great resume” only to find out they didn’t fit in or took longer than expected to get going?
  • Do you have a rep that sells well but leaves “a mess” with colleagues and customers?
  • Does it take longer than you think to ramp up a new employee?

Pivotal Advisors can help you:

  • Create detailed profiles of your "ideal" seller
  • Utilize assessments to gain objective insights into a candidate's fit with your organization
  • Implement behavioral interviewing to uncover values and attitudes
  • Design training programs to get new hires productive quickly
  • Identify areas where your reps need development
  • Design training to develop your reps
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