You’ve been using the tried-and-true sales strategy for a while now. Hire talented sales professionals, turn them loose, and watch the profits roll in. It’s simple. It’s effective. It worked for your grandpa, his grandpa, and it works for you.
But what if you’re leaving huge income gains on the table? What if you’re missing out on easy revenue because you just haven’t considered that there’s another option? Would you be willing to make a change if it meant a massive boost to your bottom line? Of course you would.
So here’s how…
Have you heard of team selling? It’s an emerging sales strategy that has the research on its side. The concept is pretty intuitive…
When you combine the diverse strengths of multiple sales reps into one cohesive team, you see gains across the board. In fact, some of the flagship trials have delivered RECORD growth and profitability, massive boosts in rep engagement, and almost no attrition of high-value personnel.
Put very simply… We Can Do What I Can’t
It may sound like a cheesy line delivered at the climax of a critically un-acclaimed sports movie, but you’d be foolish to ignore it. In an article in Harvard Business Review, which highlights the power of a team centered sales approach, it says: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.” When it comes to optimizing your sales team, the goal should no longer be to hire as many “superstar” sales professionals as possible. Instead, you should hire the RIGHT team players who can work together to improve your profitability and performance across the board.
Here are just a few of the benefits of using team selling over the traditional method…
Manage Lead Objections
We’ve all watched the following scenario unfold. A top-level sales rep is pitching a high value client. The client seems interested and the sale looks to be imminent. But before they sign on the dotted line, they have one more important question. They ask it. The sales rep looks dumbfounded.
“I’ll have to get back to you on that.”
Suddenly, you’ve just allowed a red hot lead to cool off and second guess the sale.
But team selling breaks that mold. When you add multiple people with multiple strengths and skills to one team, one of your sales reps will likely know the prospect’s question. What does that mean for you? More sales.
Meet the Customer’s Needs
I don’t have to tell you that selling requires trust. If a lead doesn’t trust their sales rep, they’re not going to hand over their money. This is especially true of B2B sales, where long-term relationships are paramount.
Team selling can improve a customer’s trust and satisfaction because the customer is much more likely to connect with one member of a diverse sales team than a randomly assigned sales professional.
Divide and Conquer
Most organizations are filled with individuals of diverse talents, preferences, and backgrounds. For example, one of your employees may be phenomenal with customer relations but horrible at the day-to-day support work that the business requires. Conversely, another employee may be efficient at paperwork and adept at the details, but uncomfortable interacting directly with clients.
In a team environment, no ONE person has to shoulder the burden of the entire sales process. Instead, you can divide and conquer based on the strengths of the individuals in your organization.
These are just a few of the benefits of switching to a team-selling strategy. If you want to experience powerful growth and improved customer satisfaction, all while decreasing attrition within your company, you must give team selling a try.
We want to hear more about your experience with team selling!
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