Sean Burke shares his knowledge of building high performance sales teams gained through nine startups, seven exits and billions of dollars in value creation.

The first rule, you can only attract the best if you can show a definitive path to hitting quota. If you can’t show the math, why would they join your team?

Next, you are building a team not a collective of individual contributors. Part of this is defining your role and the role of every part of the company in contributing to the sales team's success.

And finally, you need to build metrics around each salesperson to compare and help share best practices across the team. Why is one person’s close rate higher or time to close lower?

Sean goes on to talk about mentoring and the difficulty of getting people to take the essential first steps. If you follow his advice, you  ...