Sales as a Team Sport by Peggy Klingel
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Transcript of Sales as a Team Sport by Peggy Klingel
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Sales as a Team SportThe benefits of a broad organizational understanding.
Peggy Klingel608-512-8830
Sales and Market Strategy Development and Execution
Change Management, Startup & Turnaround Expertise
[email protected]/in/peggyklingel www.twitter.com/PeggyKlingel
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Sales roles are increasingly complex.
• Providing more technical product and service solutions.
• Acting as a customer’s business advisor.
• Leveraging broad competencies in competitive products and market trends.
Training programs alone cannot address all learning.
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Top salespeople take advantage of all learning resources.
• Sales training must be incorporated across the sales process and reinforced with ongoing training.
• Salespeople also need to assume responsibility for their own development.
• Competitive knowledge, market trends and financial acumen require ongoing research and learning.
Recruiting the right talent is increasingly important as new technologies require updated skills and sales approaches.
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The ability to learn becomes more important.
Candidate initiative in learning new skills and roles can indicate aptitude in roles requiring diverse knowledge and skills.
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Learning should occur across disciplines.
• Foundational training programs in sales process, technology and skills development continue to be important.
Constant learning is a prerequisite for peak sales performance.
• Technology training should be conducted within the sales process to avoid the unintended consequence of sales teams spending less time selling as they interface with inefficient technology.
• Providing direction and access to additional learning through industry resources, trade publications and on business trends will help improve sales business acumen development.
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Business knowledge increases effectiveness.
In addition to technology, training and process improvements,
a 2013 Accenture sales force optimization study identified
enhanced integration of marketing, sales and service
as one of five recommendations to improve results.
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Plan to grow sales team business knowledge.
• In addition to training programs, industry conferences, trade journals and personal development, sales professionals can benefit from an understanding of functional business areas.
• This has been difficult to achieve with a goal to minimize time away from the field.
• Job shadowing often misses the target when used as a means to increase cross-functional knowledge.
• Engaging multiple business functions to develop relationships provides the best learning.
Increased sales understanding of business functions can add value during the sales process.
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Begin by understanding the background.
• Sales is a visible and easily measured role.
Yet, everyone is talking to the same customers!
• Quotas and at-risk compensation plans perpetuate the view that sales is difficult and risky.
• Teams outside of sales don’t understand the sales function giving the sales team a mystique.
• Sales failures are often visible throughout the organization.
• These views may result in limited sales team interaction with other functional business areas.
• Sales may be isolated, operating with a limited understanding of how other teams within the organization interact with customers.
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More knowledge can improve the customer experience.
• Serving customers requires sales to understand the customer’s business, the market and their products and services.
• Developing solutions pushes sales to know how their company provides products and services to position solutions that meet customer needs.
• Understanding the underlying solution financials allows a sales person to speak intelligently and confidently about pricing and when explaining why a discount is not available.
• Discussing implementation processes and their purpose helps sales properly set expectations during the sales process.
Increased sales understanding of business functions will improve results.
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So how do we achieve this learning goal?
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Join the learning with the sale.
• Understand financials by sitting with finance while a solution is being priced.
• Spend time with the implementation team as they develop the customer implementation plan to learn the process.
• Attend an internal service meeting that includes a review of the upcoming implementation and service turnover plan.
• Sit with billing as they review the payment terms on the agreement to understand key dates in the process and their importance.
• Attend early implementation or development meetings to engage and support the team implementing the solution.
• Listen to the customer’s questions throughout the process to learn the answers.
And most importantly…
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Keep the internal relationships growing.
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Better results are achieved with collaboration.
• Sales sets customer expectations during the sales process to minimize surprises.
• An internal network of cross-functional resources comes together when sales encounters a challenging opportunity.
• More complex solutions are proposed and won through increased team communication.
Ongoing cross-functional communication enhances results.
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Resulting in higher customer satisfaction, revenue and margin.
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Sales as a Team SportThe benefits of a broad organizational understanding.
Peggy Klingel608-512-8830
Sales and Market Strategy Development and Execution
Change Management, Startup & Turnaround Expertise
[email protected]/in/peggyklingel www.twitter.com/PeggyKlingel
![Page 16: Sales as a Team Sport by Peggy Klingel](https://reader031.fdocuments.in/reader031/viewer/2022030314/588a37da1a28abc6168b5d61/html5/thumbnails/16.jpg)
Other Presentations by Peggy Klingel
[email protected]/in/peggyklingel www.twitter.com/PeggyKlingel
Priorities to drive organizational change.
Business areas to understand before joining or partnering with a company.
How to Start Fast and Deliver Results.
A review of my history and philosophy behind driving revenue growth.
Other Presentations by Peggy Klingel
Leadership Principles for High Impact Results
The Five C’s of a Company Review
Growth Strategy Execution
Building Bridges for Growth