Sales as a business function is an important part of any market-oriented organization, and sales skills are an indispensable element of the set of professional and personal competencies of every entrepreneur. The modern age, marked by technological advances that have reversed and changed from the foundations traditional industry. Thus, throughout history, the development of organizations, came up with the idea of sales teams, where more people work on one goal - to increase sales. Today, team sales are much more than a couple of vendors trying to sell a product. For a team to be successful, it needs to be managed properly. Therefore, the main goal of this thesis is to gain insight into what is needed for the success of sales teams, relationships within them and what characteristics characterize successful sales teams with a focus on the challenges arising from team management. For the purposes of writing this paper, primary and secondary data sources will be used. Secondary data will be collected from relevant professional and scientific books, articles and databases. Primary data will be collected by qualitative empirical research that will be conducted by the method of in-depth interview on a selected sample. The planned sample will consist of a dozen sales team leaders from different companies and different industries where the focus will be on teams, which will allow a comparative analysis of their characteristics, negotiation strategies, managing relationships between team members, conflict and division of labor. The obtained results will be processed by the method of content analysis. The contribution of the thesis will be reflected in gaining knowledge about the importance of the role and activities of sales teams, their characteristics that lead to the success of the sales process and ultimately high positioning of companies in different markets making the company competitive.