How to build a sales team

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One of the main pillars for the successful growth of a B2B company is the formation of a sales team, a human group made up of distinguished roles that in their different specializations work in harmony to obtain the best results. Composing a sales team provides structure to B2B companies, formalizing their processes and generating greater productivity.

According to a study conducted by Vantage Point Performance and the Sales Management Association, companies that implement formal sales processes see an 18% increase in revenue compared to those rcs data iran do not. In this regard, it is key to learn how to form a specific group for the sales area, understanding what their objectives and roles should be to ensure maximum efficiency.

Sales team: importance and objectives
Sales teams represent the human and material resources that a company has to sell. They are a fundamental piece in the machinery, since no matter how attractive a product is, the expected income will not be generated without having an appropriate commercial structure .

The ultimate goal of a sales team is to sell, but getting there depends on multiple other strategies that must be implemented. These include:

Customer acquisition and retention using strategies such as funnel marketing and ensuring close contact is maintained to continue identifying needs over time.
Represent the company competently, remembering that as the person in closest contact with customers, he or she has the responsibility of providing a good image that generates trust.
Research the market to better understand the actions of competitors, the needs of target customers and identify new business opportunities.
Knowing more about the importance of the sales team, it is time to identify the main roles that should make up the team to function as a specialized area within the sales department of a company.

Key roles for building a sales team
Lead Generator
They are responsible for providing the team with leads about potential clients, collecting their email and phone data so that they can be contacted later by the SDR in sales.

Sales Development Representatives or SDRs
The role of SDRs in sales is to contact the leads delivered by the Lead Generator and validate that they actually offer successful business opportunities. SDRs must convert these leads into sales opportunities and then deliver them to Account Executives to finalize the deal.

Account Executives
These team members take the leads already validated by the SDRs and are responsible for contacting them to offer product trials, answer questions, resolve points of conflict and finally close the business deal.

Customer Success Manager
Customer Success Managers are responsible for managing customer accounts once the deal has been closed. They focus on maintaining customer relationships, helping to increase their Customer Lifetime Value (CLV) and offering new services over time. Here, having the support of a CRM is key .