The Team Selling Manifesto
High Performance Sales Teams That Collaborate and Grow Sales
Team Selling Vision & Declaration
Imagine walking into your office on Monday morning, knowing your sales team already has a list of hot leads to work on. Each of your reps is an expert in one discipline, and they work as a team to close deals together. Multiple salespeople are engaged with clients on each sales call and work together to qualify and convert team-selected prospects. Communication among team members actually reflects the conversations your reps are having with prospects. Every potential client is receiving attention from the team, and lead generation never, ever stops. The data in your CRM is accurate, complete and up-to-date, and everybody is using it. There is a daily system of accountability: the sales team meets daily to review results. Everyone is dedicated to being the best salesperson they can be, and self-improvement is built into your team’s day — no additional development budget necessary.
This isn’t a typical sales force; this is a portrait of a high performance sales team, one made possible by a revolutionary idea: team selling.
Team selling — high performance sales teams depend on it. Working as a team can increase engagement of your reps, while bringing down turnover. It means that each lead belongs to the team, not to an individual rep. It means that each salesperson is working in a role that plays to their strengths. Because it is fluid, your sales force can adapt to changes quickly. And because both group and individual accountability are essential parts of team selling, your entire sales force becomes a high performance sales team.
Why You Need Team Selling
Consider your business: does your momentum seem to have stalled? Do you feel like your company is treading water rather than experiencing growth? For some reason, are you unable to make it past that next million dollar mark?
Aside from your capabilities as a leader, the next most likely stumbling block is likely your sales team. The traditional model of keeping salespeople hungry and forcing them to chase commissions may be causing your people to spar with each other for leads and deals.
This isn’t optimal: when reps on the same team compete with one another, your business loses. Specifically, your business loses leads, market share, and revenue.
Well, that’s sales, you may say. Sales reps have always operated as lone wolves. That’s just how sales works. Not necessarily true. What if, instead of competing for the same prospects, your reps worked together as a high performance sales team?
What is Team Selling?
The team selling methodology is rooted in Scrum. Scrum is a project management system developed in the early ‘90s by software developers who needed a framework that would help them deal with the chaos of product development. Their answer to this problem was a specific kind of teamwork.
Scrum organizes workers into self-governing teams that work together to complete two- to four-week-long projects, called “sprints.” The Scrum methodology relies on collaboration: all members of the team have access to the same information, so they can modify their strategies to respond to current conditions, rather than predicted ones. Because Scrum’s framework creates a sales team that’s constantly sharing information, the team can respond to changes quickly and efficiently. And although the salesforce operates as a team, everyone is held accountable individually, for the work they do and do not do.
Development is built into team selling and based on the concept of kaizen, which is a Japanese word meaning “continuous improvement.” Scrum — which places each of your reps in a role that plays to their strengths, and which forces all team members to inspect and adapt their own behavior — creates an atmosphere of kaizen or improvement, within the team.
Individuals also lead the team in built-in training: once a week, during a meeting, one member of the team leads “development time,” a half hour in which that rep trains the team in an aspect of their work.
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The Benefits of Teamwork in Sales are Established
The benefits of using a team approach to sales are proven. According to an article in The Harvard Business Review, collaborative selling was responsible for more than $3.5 million in incremental revenue at one large media firm. The same article states that the business impact of “network performance” — collaboration with co-workers — has been on the rise for more than a decade. In sales, the impact of network performance was at 44 percent in 2013.
Some of the benefits of team selling include:
Together, the team is stronger, smarter and more agile than any one rep — even your star salesperson.
What We Do
The shift toward team selling can be a difficult process. It requires a fundamental reworking of the way you move through deals, from initial contact to the payoff.
ProSales Systems’ job is to make this process as simple and painless as possible. We spend two to three weeks meeting with your team, understanding your reps’ skills and personalities. We then map those specialties and personalities into a high-performance sales team and work with you to help build that team.
We then guide you through two successive sprints to make sure that your loose group of salespeople has become a cohesive team of experts with complementary skills. You may see a growth in revenue in just a few weeks.
If you are ready to learn more about whether team selling could work in your specific situation, have a look at the Team Selling Readiness Checklist. It’s a simple way to know if and how your sales team can make the shift.