Business Tip Image by Pete Linforth from PixabayThis is the 32nd in a series of business tips from industry leaders that Enterprise Times has interviewed. Earlier this year, Enterprise Times spoke to Simon Patteson, Vice President of Sales EMEA at Icertis. He spoke about the growth in Europe that Icertis continues to see. We also asked whether he could share a top for a business leader who is growing their organisation in the era of remote working and a distributed workforce

We asked Simon Patteson how do you go about building a high performing sales team?

Simon Patteson, Vice President Sales EMEA at Icertis
Simon Patteson, Vice President Sales EMEA at Icertis

“To me, the high performing sales team only happens with trust. It is a team in what we do. We work with technical people, as well as salespeople and marketing partners. Everyone needs to be open and trusting in what each other’s doing. But also open to feedback and potentially challenge each other in a really positive way. I think that’s what drives performance. “

“The other prerequisite is a focus on the customers’ outcomes.  If we’re just trying to sell a product, there’s no point. It’s only if it’s going to make a real impact on the organisation it was going to, and that’s when we’re going to win, of course, as well.”

How do you start building that trust?

“It comes from me. I try, as a leader, to be open. I’m happy to be vulnerable and I also really encourage people to give feedback on me. I know I’m not perfect, but I have an attitude that I’m never going to stop learning. I try to lead from the front in that sense and I tend to find that really opens up people to the same kind of mindset.”


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