Our recent quarterly dinner brought together a group of sales leaders from a variety of industries to discuss the challenges and opportunities in today’s sales environment. Attendees shared insights on building effective teams, adapting to changing work environments, and nurturing talent. Here are the highlights from the evening:
Building team spirit in hybrid and remote work settings
One of the key challenges raised was creating a sense of team spirit in remote or hybrid work models. One guest had a completely remote company model which led to this question being discussed. While most other attendees noted that their teams operate in a hybrid capacity, the question of purpose was key. As one guest brought up “Why are you trying to build it?” Once you know your why, it can ensure that teams are motivated to work cohesively, even when physically apart.
It was pointed out that it needs to come from top-level leadership and how it’s a vital role in driving consistency and attitudes across the organisation. By clearly communicating objectives and values, leaders can set an example and connect employees across different working environments.
The reality of team dynamics and performance goals
Discussions turned to leadership strategies, with an analogy drawn from the challenges of managing a Premier League football team. Building a high-performing sales team isn’t always about uniting everyone under a single purpose—it’s about ensuring each individual contributes to achieving targets. While camaraderie is valuable, one guest noted that in sales, where egos can dominate, the focus should often remain on performance and results. We often use sport to see what we can learn from it and apply to sales as there are many valuable lessons.
Motivation in a changing landscape
Adapting to rapid changes in the market was another focal point. Guests reflected on how difficult it can be to maintain motivation, particularly when individuals come from diverse backgrounds and expectations. While increasing financial incentives was suggested, this isn’t a viable solution for all. Instead, creating an engaging and purposeful work environment emerged as a key strategy for sustaining motivation.
From liability to asset: the bathtub curve of reliability
The importance of onboarding and retention was highlighted with the concept of the “bathtub curve theory.” Leaders aim to move employees from being liabilities to assets within 18-24 months. The discussion emphasised the value of early failure—ensuring that challenges arise sooner rather than later—to help employees learn and grow more effectively.
Nurturing talent: graduates vs experienced hires
The topic of nurturing graduate talent sparked a lively debate. While many attendees had successfully hired and trained graduates, some struggled to retain them. The lack of robust training programmes was seen as a barrier to retention in general for graduates. Graduates often seek growth and development, and without clear career pathways, otherwise they may move on after 18 months.
Some business found hiring individuals with 3-4 years of sales experience was best. These professionals often remain with organisations for several years. Regardless of the approach, a clear career development structure—such as Consultant, Senior Consultant, Lead—is essential for engagement and retention.
Skills-based recruitment
Skills-based recruitment was also highlighted as a continuing trend. Hiring candidates with unconventional backgrounds can bring unique perspectives and drive to sales roles. Practical tasks and role plays were cited as effective ways to assess candidates’ potential beyond traditional qualifications. One of the primary advantages of embracing skills-based recruitment is its ability to mitigate inherent biases often embedded in the traditional hiring process. By prioritising skills assessment, employers can sidestep preconceived notions associated with academic backgrounds, ensuring a fair and inclusive evaluation of candidates from various walks of life.
The evening highlighted the importance of strong leadership, clear purpose, and adaptable strategies in tackling modern sales challenges.
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