Larry Cipolla
March 7, 2013

"Talent wins games, but teamwork and intelligence win championships."

Michael Jordan is remembered as not only being a talented athlete, but also for being a good teammate. Both are necessary for championships to be won, and both can be encouraged and taught.

The same can be said for sales teams. While a small bit of innate talent could be helpful in this scenario, it is not required. One thing that is key, though, is teamwork, and the most profitable sales teams are able to find ways to work together in order to find overall success.

Using a sales force assessment that centers around 360 feedback takes suggestions from several sources in order to create a well-rounded appraisal. By listening to customers, co-workers and managers, sales employees will be able to see in which areas they are thriving and in which ones they can become stronger contributors.

"A sales force is complex, with many moving parts and interdependencies," explained a Harvard Business Review article. "Achieving sales force excellence, or addressing a sales opportunity or challenge (such as revitalizing growth or enhancing customer retention), typically requires improving upon a mixture of several sales force effectiveness drivers."

For positive sales development, managers must be aware that there are multiple factors to consider, which is why the 360 degree process can be so beneficial. Employees can learn first-hand from those they are trying to sell to, and can adjust sales tactics as necessary to ensure that customers are not put off by their approach.

When employees on a sales team are able to put aside their desire for individual success only, and take in constructive feedback, they can grow into stronger salespeople. From there, a business as a whole will be able to continuously meet customer needs and stay profitable.