In many companies, salespeople essentially are left to their own devices. They walk into complex, business to business selling situations, with multiple decision makers and unclear buying criteria, armed only with their own background research and their own skills.
In smarter companies, salespeople discuss their accounts, ask for help with strategy, and leverage every resource at the company’s disposal. Selling is seen as a team sport – and everybody is trained to play on the team.
Guess which type of organization usually wins?
Solo act vs. coordinated team: Guess who wins?
In our sales book, “Sales Strategy From the Inside Out,” a dramatic example of team play during a complex sale is described. Sensing major possibilities in a new account, a salesperson named Carrie asks for help from her boss, a vice president who has superior questioning and consulting skills. They plan and execute a strategy together.
The VP, in turn, enlists the aid of their CEO, whose financial acumen enables him to dig into the client company’s public reports and discover a crucial need that allows the sellers to break the deal wide open. Later, a phone call from the sellers’ CEO to the buyers’ CEO plays a helpful role, as well…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).