Sales Career Advice: How to Find the Right Sales Team

So you want to join a sales team. But not just any sales team: You want to join the right team, the best team. And that’s great! But how do you find that team?

I’ve got the answer, but you won’t like it: It depends.

It depends on several factors because there’s no single “best” sales team. What’s right for me may not be right for you, and what’s ideal for you may not be for someone else.

Although I can’t tell you what’s “right,” I can guide you through the process of figuring it out for yourself, and that starts by getting clear on what you want.

Finding a Sales Team That Aligns with Your Goals

First, What do you want from this elusive “perfect” sales team?

The question might seem simple, but your answer determines how you’ll proceed. In my experience, most people get into sales for one of three broad reasons: money, passion, or personal development.

• Money: It’s no secret that if you’ve got the skill and the will, sales is one of the quickest ways to generate substantial cash flow.
• Passion: Some simply love the art of selling. The idea of qualifying prospects and closing deals excites them; they want to dedicate their career to it.
• Personal development: Others see sales as an opportunity to learn and grow. Perhaps they (correctly) believe sales experience will make them a better communicator or entrepreneur.

Whatever your reasons, be as specific as possible. For example, “I want to join a sales team to learn how to sell” is far too broad. What exactly do you want to learn?

• How to manage a sales team?
• How to make cold calls?
• How to sell to enterprise customers?
• How to qualify prospects?
• How to run an outbound sales campaign?

Those are all very different skills requiring very different teams. To find a sales team that meets your needs, you need to know exactly what those needs are.

The 4 Factors to Consider When Looking for a Sales Team

Now that you know what you need from a sales team, let’s look at the factors to consider before making a decision; the team itself is an important aspect, but it’s far from the only factor to consider.

When selecting a sales team, you should consider it from four different perspectives: industry, company, team, and leader.

• Industry: What industry is the team a part of? Is it showing signs of growth? Stagnation? Decline? Is it an industry you feel excited about? One that’s aligned with your goals?
• Company: What company is the team a part of, and what’s their reputation and place in the market? How’s their financial situation? Is their company culture aligned with your values?
• Team: What’s the culture within the team itself? Friendly strength? Hostile strength? How competitive are they? Do they have a habit of winning or losing? Is it full of salespeople who are passionate and driven? Team members who will inspire and motivate you?
• Leader: Who would be your boss? Do they have a track record of success? Will they help you grow as a salesperson? Have they accomplished the things you want to accomplish? Does their team respect them?

Although all four factors are essential, pay extra attention to the leader. You could have the best team in the best company in the best industry, but if your boss (the person who has the most influence over your career) isn’t aligned with your needs and desires, you probably aren’t going to get what you’re after.

Determining if a Sales Team is the Right Fit for You

I threw many questions at you in the section above, and many of you are probably wondering how you’re supposed to find the answers before joining the team.

If that’s you, don’t worry. Here are three strategies to discover everything you need to know before committing.

1. Start Your Research Online

With a little effort, you can find almost everything you need to know about a company online. Here are a few ideas to get you started:

• Glassdoor reviews can tell you a lot about a company, from its culture to its salaries to its management style.
• LinkedIn is a great way to connect with past and current salespeople for any company. Most of them would be happy to answer any questions you have.
• A blog can offer many insights into a company’s core beliefs, culture, and priorities.
• A mailing list is a quick and easy way to stay up-to-date on what a company is doing.
• Social media channels will show you how a company interacts with its audience and how its audience views it in turn.

If there are two things the internet has an abundance of, it’s information and opinions. Tap into those before deciding whether or not a sales team is the right fit for you.

2. Become a Prospect

As the saying goes, there’s no substitute for experience. When secondhand accounts and online research aren’t enough, get to know a sales team by becoming a prospect.

Sign up for their trial. Experiment with the product. And when one of their salespeople reaches out, pay attention:

• How’s their energy level?
• What’s their sales style?
• Are they skilled and knowledgeable?
• How do they respond to questions and objections?
• Do they treat you with respect?
• How do they handle rejection?
• Do they follow up after the initial call?

In addition to the insights you’ll gain about team operations, this experience will also equip you with invaluable information for the interview process.

Instead of being “just another candidate,” you can impress the interviewer by saying, “Hey, I signed up as a prospect. I noticed X, Y, and Z. I’m curious, why do you … Have you thought about … I thought it was interesting that …”

With that level of initiative, you’ll be miles ahead of most other candidates.

3. Ask for References

During the interview process, most sales managers expect a list of references who can attest to your attitude and aptitude. This should be a two-way street. Since a manager can either make or break an otherwise great sales team, it’s only fair you get references as well.

As the interview progresses, find a time to ask, “Who was the last person you onboarded/trained? If you don’t mind, I’d love to discuss their experience working for you with them.”

That question might seem bold, but as someone who has hired scores of salespeople, I can tell you it’ll impress those worth impressing.

Most managers would be happy to provide you with a few references. And those that aren’t willing? That tells you all you need to know, too.

It’s All About You

Picking the right sales team is an incredibly personal choice.

Some people thrive in a highly aggressive, highly competitive sales environment, while others prefer a friendlier setting. Some love inbound sales, while others favor outbound. Some love knocking on doors, while others are more comfortable over the phone.

In the end, it’s all preference. There’s no singular perfect sales team, because there doesn’t need to be. All that matters is finding a team that’s aligned with your unique needs, goals, and ambitions.

If you’ve got that, you’ll go far. And in doing so, you’ll take them far.

Oh, and regarding finding the right sales team, Close is hiring in all departments! If you’d be a great addition to our team, apply now.

Don't like reading? Here's the video where I discuss how to find your perfect sales team.