With the transformational sales model, your sales reps must be forecasting and pipelining specialists. When building your transformational sales team, you should lean on your executive sales leaders and ensure they are equipped to sell in a competitive environment, with particular expertise in forecasting and pipelining deals. 

Your salespeople must know their sales ratios and the ins and outs of the sales process and be able to interpret and manage sales data to influence future sales projections. 

To ensure your sales operations run consistently at optimal levels, your transformational sales leaders must have a degree of visibility over the teams they manage. For example, they should be aware of all the major deals within the pipeline, sit in on specific client calls and have visibility over sales data to monitor KPIs and ensure the team is hitting their targets. 

Your senior salespeople should be questioning their team on the various deals in the pipeline and check and support with any blind spots or gaps the sales rep may have missed or not considered during the sales process. 

Building a successful transformational sales team stems from great leadership and nurturing leaders with the right attitudes who can get the best out of your salespeople. 

You should ensure your leaders take a genuine interest in the deals the sales team are working on and provide advice on how to get the best results. It’s crucial here to ensure your sales leaders are not micromanaging their sales team or qualifying every detail of the deal and are instead allowing a degree of autonomy and accountability across each stage of the sales process.