Sales team dynamics: Making the most of team selling

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May 29, 2015 | Julie Thomas

SALES TEAMDYNAMICSMAKING THE MOST OF TEAM SELLING

© 2015 ValueSelling Associates, Inc. All rights reserved.

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


The current situationIncreased demand for team selling skills

Globalization

Customer demands

Complexity of solutions


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

often without directives from management

Your role:Calling the plays


Calling the playsBecome the primary contact

Develop and execute strategy

Coordinate resources

Lead initiatives

Generate reports and feedback



Build your teamaround customer

needs

Successful teams add VALUE


Prospect Org

Company Executive


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


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


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


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

Each person agrees

Reduce duplicated effort

Eliminate confusion


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


Set measurable benchmarks, track results

Communicate regularlyRegular status updates

Best methods

Follow up

Update account plans


Keepeach otherinformed

Celebrate successes


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


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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Our next webinar will be about

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

Thank you!

Julie Thomas | President and CEO

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+1 858 759 7954

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Sales team dynamics: Making the most of team selling

Sales

Transcript of Sales team dynamics: Making the most of team selling