Twenty years ago, most sales teams worked in competitive silos. Individual sales people worked on their own deals. So the organization was reliant on the sales manager to be a taskmaster.

As a result, the initial steps of building a sales team revolved around processes.

That’s no longer the case because of how much has changed over time. Specifically, that change has been driven by three overlapping cultural factors: employees, buyers and the selling environment.

Tom Lavery, CEO & Founder shares the strategies he uses to create high performance sales teams.