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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Attention Managers: 7 Skills And Traits Of Modern Sales Teams

Posted by Jamie Shanks on Jan 28, 2015 2:28:41 PM


Most businesses have realized that in order to continue on successfully, they have to employ modern sales tactics that have been adapted to the current business environment. Sales teams need to hone new skills in order to give customers and clients exactly what they want and boost your chances of success. Here are some skills and traits that modern sales teams should start brushing up on.

Social Selling

All modern sales teams needs to hone their social selling skills. The vast majority of buyers use social media to learn more about your business before committing to purchasing. Your sales team also has to be a social selling team, meaning that it has to fully understand how to use the different social media platforms and deduce which ones are best for targeting your specific audience. Your team should be able to reach buyers where they are.

Relationship Building

Sales teams these days need to be dedicated to helping clients succeed. This means that you have to build trust with your customers by developing relationships with them. In order to do so, a sales team has to understand the ins and outs of the industry in order to access valuable information from the customers by knowing how to ask the right questions to find out what they really want. This will help you figure out how to offer the right solutions to help them.


Your sales team should be made up of strong writers, as they will be the presenting face of your company. Ideally, they should write with excellent grammar and creative style and be able to collaborate with the marketing team on sales campaigns and the general branding of your company.

Data Analysis

Sales teams should be well-versed in data analysis in order to be able to sift through existing website and customer data to identify patterns and gauge the success of different campaigns. Being able to mine data will help you constantly adopt new strategies and lose the ones that just aren't working.

Best Hiring Practices

The best sales teams are committed to finding and working with the best talent. Finding quality sales people to join your team can save you a lot of money on training and also protect your business over the long haul.


Modern sales teams need to be proactive about keeping up-to-date with the changes happening in their field. You need to work on constantly building your talents and increasing your knowledge base by listening to and reading about others in your industry and competitors who have been or are currently successful in your field. This will help you continue to open up new opportunities, both now and in the future.

Process Development

All sales teams should have a standardized process that outlines how to approach, work with and close a customer. There can be some wiggle room within the process, but outlining it very clearly helps you to automate different aspects and make your team more efficient. The more closely performance is tracked, the more it can be adjusted to help you continuously improve your efforts.


With these traits and skills, your sales team will have better luck keeping your business successful in this modern climate. Although you can’t expect every member of your sales team to embody and excel at each of these, this short list should help you fine-tune a group of salespeople whose backgrounds and personalities cover the skill set needed in a modern sales team. Look at the job roles in your team and figure out how you can best incorporate these sales skills to meet the requirements of modern sales strategy.

Jamie Shanks Lets Talk Social Selling9 Step Thumb12 Step Book

Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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