sales team dynamics: making the most of team selling
TRANSCRIPT
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May 29, 2015 | Julie Thomas
SALES TEAMDYNAMICSMAKING THE MOST OF TEAM SELLING
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© 2015 ValueSelling Associates, Inc. All rights reserved.
Great teams
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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
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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
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© 2015 ValueSelling Associates, Inc. All rights reserved.
Build your teamaround customer
needs
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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
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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.
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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
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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
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Communicate regularlyRegular status updates
Best methods
Follow up
Update account plans
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Keepeach otherinformed
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Celebrate successes
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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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At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides
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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
+1 858 759 7954
www.linkedin.com/in/julieathomas