It’s always intrigued me how highly successful sales professionals can excel at one company yet struggle at another. Many believe that a great salesperson will thrive anywhere, but I disagree. Success in sales isn’t solely about individual talent—it often hinges on the support and resources provided by the organization.
Some companies understand this.
They don’t assume that hiring a star sales professional guarantees success or massive revenue. Instead, they recognize that no matter how talented an individual may be, they cannot succeed alone. These companies provide the resources, structure, and teamwork necessary to turn potential into results. After all, success in sales—or any field—is rarely a solo performance. Even in music, while there are rare cases of one-person bands who can master multiple instruments at once, most great music comes from a team playing in harmony.
The same principle applies to sales.
A strong sales team often consists of complementary roles that work together to achieve success. For example, some salespeople have excellent technical knowledge but struggle to connect with senior executives like CXOs. In these cases, they collaborate with team members skilled at navigating high-level discussions. Others may lack technical expertise but shine in relationship building; they rely on engineers who can explain the technical aspects of a solution. Similarly, some salespeople may not excel at framing a comprehensive solution, so they partner with marketing teams to craft compelling narratives.
The point is, even a superstar sales professional from a previous role can fail without proper support in a new organization.
True success comes from a well-rounded team, working together in harmony, with each individual playing to their strengths. Companies that understand this build environments where sales professionals can truly thrive. They provide the necessary resources, structure, and collaboration opportunities to ensure their sales teams have everything they need to succeed.
So, what can a sales professional do if they find themselves in an organization that doesn’t support them?
The first step is to identify where the gaps are and communicate them to management. Be specific about what you need in terms of resources, training, or team dynamics. Sometimes a simple conversation can lead to positive changes that benefit both the individual and the company.
Another crucial aspect is self-awareness.
Successful sales professionals need to understand their own strengths and weaknesses. If you know you struggle with certain aspects of sales, seek out opportunities for growth and development. Don’t be afraid to ask for help or collaborate with team members who complement your skills.
Some sales professionals hesitate to admit their weaknesses, fearing it might make their employer question the decision to hire them. However, I believe it’s far better to establish a strong support system early in your time with a company than to risk being discovered later for struggling or pretending to have it all figured out. Honesty builds trust and sets the foundation for growth. Plus, it’s unrealistic to expect anyone to excel at every aspect of sales. We all have areas where we can improve, and acknowledging that is a sign of strength, not weakness.
Ultimately, the success of a sales professional depends on both their individual capabilities and the support provided by their organization.
By recognizing this, companies can create environments where top performers can thrive, and by understanding their own strengths and weaknesses, sales professionals can maximize their potential for success. It’s not about being a one-person superstar; it’s about being part of a well-rounded team that works together towards a common goal. So don’t let past successes define you; instead, focus on continuous growth and improvement as an individual and as part of a successful sales team.
So, whether you’re a sales professional looking to excel in a new organization or a company striving to create a supportive environment for your sales team, remember that success in sales is a team effort. Sales professionals may fail when they are not given the tools to succeed, but with the right support and mindset, they can soar to new heights.
Conclusion
Success in sales depends on more than just individual skills; it also requires proper support from the organization. Companies that understand this build environments where successful sales professionals can thrive, while individuals must also be self-aware and seek out opportunities for growth. By working together as a team and constantly striving for improvement, both organizations and sales professionals can achieve great success in the ever-changing world of sales.
Click here for a post on continuous learning for remote sales teams.