“When you build high-performing sales teams, how do you practically instil that discipline process, mindset, or leadership behaviour?”
…Well it wasn’t easy initially but it is a little easier now. (Remember if something is easy, everyone will be doing it!)
High performance is never accidental. In my experience, you don’t announce discipline into a sales team… you
operationalise it.
Here’s what worked for me in practice:
1. Start with Absolute Clarity (What Good Looks Like)
Most teams underperform because expectations are vague. I defined:
- What a qualified opportunity is?
- What pipeline coverage must be (not suggested, but required)?
- What behaviours drive success (not just the number)?
- When everyone knows the standard, accountability becomes fair, not personal?
2. Build a Rhythm, Not a Pep Talk
Culture is created through cadence. I installed:
- Weekly pipeline reviews focused on deal quality, not storytelling
- Coaching sessions tied to real opportunities
- Simple metrics that showed effort → progression → results
- Discipline follows rhythm. If the drumbeat is consistent, behaviour follows.
3. Inspect Behaviour, Not Just Outcomes
Revenue is a lagging indicator. I coached:
- How deals were being progressed?
- How access to power was being built?
- How discovery was being run?
- I didn’t ask “Did you close it?”. I asked “Did you run the process that makes closing predictable?”
4. Leaders Model the Standard Relentlessly
Salespeople copy what leaders tolerate.
So leaders had to:
- Show up prepared
- Use the same language and methodology
- Hold firm on process even when under pressure
- Consistency from leadership removes ambiguity from the team.
5. Make Accountability Safe. Then Non-Negotiable
High-performing teams know accountability isn’t punishment, it’s support.
Once people saw the process helped them win, discipline stopped feeling imposed and started feeling enabling.
In short:
Process creates confidence → Confidence creates consistency → Consistency creates performance.
If any of these are live issues in your team right now, we should talk.
https://www.youtube.com/@Steve-Victor
#SalesLeadership #RevenueGrowth #CommercialDiscipline #Negotiation #SalesStrategy
