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The top 10 (+1) things a sales team must have in order to be successful... 1. Leadership - Everything begins and ends with leadership. Any successful sales team has someone they believe in, and who leads them into battle each and every day. 2. Targets - Your team needs to know who their customer is. They need to know what problem or need your company solves, and for whom. 3. Proven Process (Sales System) - Successful salespeople need a plan to follow that gives them clear direction. "Plan your work, and work your plan." 4. Training (KUBE™) - Your salespeople are no different than athletes or an army preparing for battle. They need training. Training on your products and services. Training on processes and systems. Why? Because training results in (K)nowledge and (U)nderstanding, which leads to (B)elief and (E)motion - and emotion sells! 5. Leads - In order for any rep to be successful, they need someone to sell to. I break this down into two (2) types: Data (Lists) - For outbound campaigns, your reps must have a list of companies (and people) to reach out to.  Leads - Salespeople need companies that have shown an interest in your products or services. Leads can be the result of marketing & advertising, or outbound campaigns by reps. 6. Script (Outbound) - For outbound campaigns, your reps need to know what they are going to say BEFORE they say it. This is internalized, and not read off of a screen. 7. Tracking - Successful sales teams have a tracking mechanism - both to track prospects, but also their numbers. Reps must be held accountable to both the company AND themselves. 8. Collateral - Professional collateral is a MUST, especially in an era of remote sales and email. 9. Pricing / Quoting / Proposal System - A rep has to have something they can deliver for the customer to say 'yes' to. 10. Confidence - No rep can be successful without confidence. They must believe in the company they represent, its products and services, AND their leader. 11. Desire - Follow-up is the #1 thing most salespeople don't do that your people MUST do. This requires persistence - a willingness to keep staying in front of prospects until they say 'yes' or 'no'.