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May 29, 2015 | Julie Thomas

SALES TEAMDYNAMICSMAKING THE MOST OF TEAM SELLING

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Great teams

Today’s agendaCurrent landscape

Team structure and makeup

Establishing strategy and vision

Team coordination and communication

Feedback/reflection/celebration

Recap

Q and A

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The current situationIncreased demand for team selling skills

Globalization

Customer demands

Complexity of solutions

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Sales forces need to work as cohesive teams and manage resources efficiently,

often without directives from management

Your role:Calling the plays

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Calling the playsBecome the primary contact

Develop and execute strategy

Coordinate resources

Lead initiatives

Generate reports and feedback

© 2015 ValueSelling Associates, Inc. All rights reserved.

© 2015 ValueSelling Associates, Inc. All rights reserved.

Build your teamaround customer

needs

Successful teams add VALUE

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Prospect Org

Company Executive

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Sales Org

Company Executive

Primary Customer Contacts Sales Team

Technical Staff Technical Staff

Carefully select the appropriate team members:

Unique capabilities

Personalities align with customer

Resources must add value

Match the role or function to the level of the customer

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People buy from people.

Create a common visionEstablish clear expectations

Clearly define goals, purpose, outcomes

Describe goals in terms of customer success and impact to key business issues

Lead without authority

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Create a team strategyOwnership is empowering

People tend to implement that which they were involved in creating

Build consensus

Be a facilitator, not a dictator

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Define and assign roles/responsibilitiesEach person knows what’s expected of them

Each person agrees

Reduce duplicated effort

Eliminate confusion

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Roles andResponsibilities

Use common terminology and processDevelop uniform approaches to key business functions

─ Discuss opportunities (What stage are we in?)

─ Forecasting opportunities

─ Templates, forms

─ Problem escalation procedures

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Set measurable benchmarks, track results

Communicate regularlyRegular status updates

Best methods

Follow up

Update account plans

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Keepeach otherinformed

Celebrate successes

© 2015 ValueSelling Associates, Inc. All rights reserved.

Successful team selling strategiesAct as coordinator and be accountable

Keep customer needs in mind

Identify appropriate resources

Create a common vision

Use team to develop strategy

Assign clear roles and responsibilities

Set measurable goals

Communicate regularly

Celebrate successes

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Get started!1. Review your current teams and approach

2. Assess the team dynamic

3. Decide what to do differently

4. Apply principles to drive business

5. Execute!

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Save the date!

Our next webinar will be about

Developing a champion to seal the win!June 18, 2015 | 10:00AM PDT

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Thank you!

Julie Thomas | President and CEO

julie@valueselling.com

+1 858 759 7954

www.linkedin.com/in/julieathomas