071: The 3 ways to secure your sales team performance in 2025

Read time: 4 minutes

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Why don’t we invest in our sales teams? 🌟💼📈

Sales is one of the few functions where we hire people but fail to truly support them. Think about it—can you name another department where we expect one individual to have all the skills, tools, and resources needed for the entire team’s success? 🤔🛠️📋

Let’s look at the lab as an example,
Would you expect a single scientist to be an expert, from day one, in R&D, Production, QC, and QA? Or in a production team, to know everything about design, small-scale production, and large-scale antibody manufacturing? Of course not! We provide support with team members, training, equipment, and mentoring. And even with all that, we wouldn’t expect them to be experts in every area. 🧪🧠💡

So why is sales any different? Why do we hire one person and ask them to be an expert in:

• Territory planning and management

• Forecasting

• Building pipelines through email, face-to-face/virtual meetings, and LinkedIn

• Deal progression

• Technical proficiency

• CRM management

• Negotiation

• Legal/contracts

• Closing deals

• Deal follow-up and secure repeat orders

• Market Assessment and Product Feedback

• NEW-AI sales tools

This is a lot for one individual to manage, let alone, excel in every area. Yet, as sales leaders and executives, we continue to place these expectations on our Reps.

As sales reps, we accept these expectations without questioning the support we’re given. 💭👥❓

It doesn’t have to be this way. 🚀🔑💪

Before you read the tips below, it's clearly written what to do as a sales leader or a lone contributor. However, for Reps in a team, think about how you can influence those around you to drive these 3 solutions.

So, what can we do as leaders? And as reps, what should we demand? 🌍📊🤝

The solution lies in focusing on three key areas that will elevate performance, whether you’re a team of one or a team of 100. 🛠️📈🌟

1. Structure 🏗️📌📂

Structure is the foundation of any high-performing sales team. Without clear processes and defined roles, even the most talented individuals will struggle. Create a roadmap for your team that defines what success looks like at every stage of the sales cycle.

Build processes that are repeatable, scalable, and measurable. And don’t just stop there—invest in tools and resources that make it easier for your team to succeed. CRM systems, territory management software, and market data tools aren’t optional; they’re essential. 🖥️📊✅

2. Upskill 📚📈✨

Sales is a profession; like any profession, it requires continuous development.

Think about the pace of change in the market: new technologies, changing buyer behaviors, and evolving competitive landscapes.

Are you equipping your team with the skills to keep up?

Training shouldn’t be a one-off onboarding session. It should be ongoing, dynamic, and tailored to your team's unique needs.

Focus on developing skills like negotiation, relationship-building, and storytelling. And don’t forget the technical training that helps your team truly understand the products they’re selling. 🎓💡📈

Make sure this training is specific to your industry
Life science sales training https://www.succession.bio/teams

3. Outsource 🤝📤🔧

Let’s face it—no one can do it all!

And that’s okay. Focus your team’s time and energy on high-value activities by outsourcing tasks that can be handled elsewhere.

Whether it’s lead generation, CRM data entry, or even market research, outsourcing can free up your team to focus on what they do best:

building relationships and closing deals. This isn’t about replacing your team; it’s about enabling them to operate at their peak. 🌟📈✅

As an IC look for tools, AI agents, and internal support to outsource some tasks.

Your Next Steps 🌟🚀✨

The sales landscape in 2025 will be more complex than ever, but the path to success doesn’t have to be. By focusing on structure, upskilling, and outsourcing, you can create a team that is resilient, agile, and consistently high-performing. 💪📊⚡

So, ask yourself—what are you doing today to secure your sales team’s success tomorrow? Are you providing them with the structure, training, and resources they need to thrive? Or are you expecting them to do it all on their own? 🤔📋❓

It’s time to make a change. Because in 2025, the companies that win, won’t be the ones that expect more from their sales teams; they’ll be the ones that invest more in them. 🏆💼🌍

P.S.
Forward this to your Sales leadership!
Or Reach out to Harrison and Nick for help on how to use AI as an outsourcing tool

1. Lead Generation: We’ll build target lists, write scientifically relevant messaging, and send messages on your behalf to book qualified sales meetings with biotech and pharma companies.

2. Training for Reps: A skill development platform for life science sales reps who want to improve their sales skills, exceed their quota, and take the next step in their career.

3. Training for Teams: If you want to upskill your team around prospecting, driving to close, key account management, AI, or any other topic, we can put together a training plan specific to your organization’s needs.

4. Strategy Call: Need more than training? Want help implementing and executing your sales strategy? In a 30-minute call, we will assess your company’s current situation and identify growth opportunities.