Talent wins games, but teamwork and intelligence win championships. Michael Jordan
There is a reason that we have multiple governing houses making decisions for our country. They are meant as a check and balance system, but too, it is a division of responsibilities and a way to tap into the experience and expertise of many. So it works in business too. Even the strongest, most dedicated, hardworking CEO of a company could not be successful without a solid team of qualified professionals under him/her dividing up the responsibilities. The success of a team depends on level of leadership and the success of the company depends on the level of team work.
Some years back I lived in a small town that had just one grocery store. The store had every appearance of one that belonged to a major chain. It was large, well-stocked, and clean. Prices were competitive. Its owners were known to be involved in the community and they placed full-page, color ads in the city paper. For all intent and purpose it looked like “the” place to shop.
I shopped there for some time, but I eventually took my business eight miles up the road to a store in a larger city. Why? The store lost my business because every time a bagger saw me to my car they expressed what a hateful place it was to work. (Keep in mind, in a small town everyone knows everyone, and most knew me because I was the editor of the city paper – so to them it was just friends talking to a friend.) It may well be right that they should have never voiced their grievances with a “customer,” but the fact remains – the sales team in the store from the bagger on up were not being led in a way that made them an effective team, and sales were lost.
If a sales team is comprised of qualified people who understand the value in working together; if their leader instilled common goals and principles through explanation and example, the odds of achieving success climb. People live up to expectations.
With a solid team, you don’t make a sales call alone; you do it with
backup. The stress, responsibility and work is divided, which makes your jobs easier. The prospect relaxes when they know you rely on your team members because they know the process is fine-tuned; each step managed by the professional who is best at it. It is a win for all.
Quality Sales Team
- Divided Workload
- Diversified Expertise
- Shared Accountability
- Less Stress
Quality Buying Team
- Purchase Considered from Multiple Angles
- Right Questions Asked
- Strong Change Leadership
Remember even if you’re playing a game of Bingo it takes five spots covered to win. One base covered just can’t get the job done. Strong leaders build strong teams. Collaboration and teamwork are the backbone of successful decisions.
One of the great and productive functionalities of CRM is the ability for sales managers to track the activity levels and performance benchmarks of their team members. If reps are not conducting or managing enough phone calls, follow-ups, and sales meetings, you will know about it-and so will they. Read more
Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have the maximum amount ofimpact in the least amount of time. Andy Paul refers to this as MILT in his book Zero Time Selling. Mr. Paul discusses his MILT concept in detail with regard to interacting with prospects. Read more