Even though I’ve never put together a March Madness bracket or talked about a game upset with my colleagues over coffee, this year, I got swept away watching the University of South Carolina’s women’s basketball team. Their undefeated season was nothing short of inspiring, and as a native South Carolinian, I was overflowing with hometown pride.

As I watched these incredible athletes, I was struck by how the coaches could motivate their team and maintain momentum in a pressure-cooker environment. While there’s no doubt the women playing on the court did the hardest work, leading champions is a challenge of its own. Your team comprises the best and the brightest. They can effectively handle adversity and conflict. They trust one another, communicate clearly and authentically, and appreciate each other in a positive way. How do you enhance these already exceptional qualities to take everyone to the next level?

I have some thoughts about that. I have worked alongside great sales leaders throughout my career, and there were even stretches of time when I had what I would consider a “Champion Team.” Champion teams power through all obstacles, encourage each other and work together to enhance everyone’s outcomes. They prioritize the greater good over individual successes. As a leader, their enthusiasm gave me the energy and excitement to push goalposts further than I ever had before, leading to unprecedented wins and even high bars to clear.

In my experience, champion teams happen at the intersection of passion, skill, luck and leadership. The first three will get a team pretty far on its own, but strong leadership is key to making the magic happen. I have given a lot of thought to what helped elevate my champion teams. Below are the areas that made the greatest impact.

You need a team that’s invested in its own growth. This comes down to the individuals, who should be passionate and driven. Their values must align with the values of the company and they should fit seamlessly into your culture. Don’t be overly focused on finding people with certain skills; skills can be taught. Find someone who contributes positively to the team’s dynamic.

When leading a champion team, time and attention are currency. I meet with my teams regularly to discuss wins and losses, set strategies and offer an empathetic ear if necessary. And if a member of my team needs to speak to me, I make myself available, no matter how big or small the issue. Being available to provide support is critical to showing your team you have their backs. We’re all in this together.

Team leaders must always celebrate the big and small wins. Excitement keeps motivation levels high, and in a sales environment where wins are never guaranteed, it’s important to recognize success. I suggest celebrating wins as a team — it makes it even easier to root for your teammates.

While it is important to celebrate success, a team should never rest on its laurels. Good shouldn’t be good enough. I always challenge my team to think about what else, how else and who else. We shouldn’t be content meeting our goals; we want to exceed them. If we can grow 10%, why not 15%? Challenges keep the work engaging and interesting. Champion teams rise to meet them.

Champion teams want to put in the work, but that shouldn’t be all that they do. In my experience, fun activities are essential to creating a cohesive team of people who enjoy each other's company. Beyond the standard lunches and happy hours, try activities like painting, axe-throwing, mini golf and escape rooms. Be conscious of your team’s interests and physical capabilities – you don’t want anyone to feel left out because they can’t participate. When your team likes being around each other, clients like being around them as well.

Perhaps the most important part of leading a champion team is getting to know your people, appreciating them for who they are and coaching them to become the best versions of themselves. Help them articulate their strengths and weaknesses, which will in turn help them better understand their role on the team. Performance improves when everyone understands their role and, in my experience, this is what creates a winning sales team.

Circling back to USC's champion team: Watching their post-win media tour, I noticed the team called out similar areas that contributed to their success. They commented on the culture the coaches created, the unselfish play, everyone’s role on the team and how the coaches always had their backs.

As leaders, we might only get one chance to have a champion team, but if we focus on understanding our players and leading them to a championship, we will all win.

Stephanie Atkisson is leading the sales teams as the vice president of sales, marketing and revenue at Raines Hospitality.

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