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Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue

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ValueSelling Associates, Inc.
ValueSelling Associates, Inc.

Your company wants you to promote a wide array of products, services, and solutions. Your customers demand more from you. Your accounts are scattered across more time zones and speak different languages. In this environment, many sales organizations have multiple people in various departments pulling together toward a common goal—revenue growth and increased profits in an account.

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COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. June 15, 2017 | Julie Thomas SALES TEAM DYNAMICS: Leveraging a Team-Selling Approach to Increase Revenue
Join the conversation ValueSelling-AssociatesValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2017 ValueSelling Associates, Inc. All rights reserved.
Today’s agenda How to build an effective team What to look for when selecting team members How to assign roles and reward team members Four ways to develop a unified selling approach Influencing without authority Successful team-selling strategies © 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved. What is team selling?
Why sell in teams? Coordinate an elephant of a deal Leverage executive resources Extend credibility Product/technical expertise © 2017 ValueSelling Associates, Inc. All rights reserved. Industry/customer expertise Can shorten sales cycles Increase likelihood of success
Your role: Build the team. (every team needs a coach) © 2017 ValueSelling Associates, Inc. All rights reserved.
Build your team around customer needs © 2017 ValueSelling Associates, Inc. All rights reserved. CUSTOMER NEED
Building the team Support customer needs and requirements Customer-centric? ─ What and who does the customer need to be convinced? Diversity in role, expertise, or geographic location Complimentary Not a gang – a posse with a purpose © 2017 ValueSelling Associates, Inc. All rights reserved.
Carefully select the appropriate team members: Unique capabilities - Diversity Personalities align with customer Resources must add value; Skills, Knowledge, Experience, Position and Location Match the role or function to the level of the customer © 2017 ValueSelling Associates, Inc. All rights reserved. People buy from people.
Selection criteria Customer-centric Who can add value? ─ Skills ─ Knowledge ─ Experience ─ Position ─ Location © 2017 ValueSelling Associates, Inc. All rights reserved.
Successful teams have team members that add VALUE © 2017 ValueSelling Associates, Inc. All rights reserved.
Prospect Org Company Executive © 2017 ValueSelling Associates, Inc. All rights reserved. Sales Org Company Executive Primary Customer Contacts Sales Team & Account Mgmt Technical Staff Technical/Industry Specialist
Create a common vision Establish clear expectations Clearly define goals, purpose, outcomes Describe goals in terms of customer success and impact to key business issues Lead without authority © 2017 ValueSelling Associates, Inc. All rights reserved.
Create a team strategy together Ownership is empowering – no team member is a victim of the team process People tend to implement that which they were involved in creating Build consensus Trust and enable Be a facilitator, not a dictator © 2017 ValueSelling Associates, Inc. All rights reserved.
Define and assign roles/responsibilities Each person knows what’s expected of them Each person agrees to those expectations Reduce duplicated effort Eliminate confusion Clear communication process © 2017 ValueSelling Associates, Inc. All rights reserved. Roles & Responsibilities
Use common terminology and process Develop uniform approaches to key business functions ─ Discuss opportunities (What stage are we in?) ─ Forecasting opportunities ─ Templates, forms ─ Problem escalation procedures © 2017 ValueSelling Associates, Inc. All rights reserved.
Communicate regularly Regular status updates Best methods Follow-up Update account plans © 2017 ValueSelling Associates, Inc. All rights reserved. Keep each other informed
Set measurable benchmarks, track results
Celebrate successes © 2017 ValueSelling Associates, Inc. All rights reserved.
Reward and recognition Thank team members in public Recognize unique contributions Sometimes it is the little “thank you’s” that make a big difference Catch them doing something right! © 2017 ValueSelling Associates, Inc. All rights reserved.
Influence without authority Power > Position > Expertise > Relationship © 2017 ValueSelling Associates, Inc. All rights reserved. Listen more than you talk Reduce resistance through agreement Uncover and connect to personal motivation
Successful team-selling strategies Act as coordinator and be accountable – every team needs a coach Keep customer needs in mind Identify appropriate resources Create a common vision Use team to develop shared strategy Assign clear roles and responsibilities Set measurable goals Communicate regularly Celebrate successes © 2017 ValueSelling Associates, Inc. All rights reserved.
Get started! 1. Review your current teams and approach 2. Assess the team dynamic 3. Decide what to do differently 4. Apply team selling principles to drive business 5. Execute! Success doesn’t happen accidentally! © 2017 ValueSelling Associates, Inc. All rights reserved.
Questions?
NEXT WEBINAR Can Better Forecasting Improve Sales Performance? Thursday, July 20 | 10:00AM PDT
Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
Thank you! Julie Thomas | President and CEO julie@valueselling.com +1 858 759 7954 www.linkedin.com/in/julieathomas

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Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue

  • 1. COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. June 15, 2017 | Julie Thomas SALES TEAM DYNAMICS: Leveraging a Team-Selling Approach to Increase Revenue
  • 2. Join the conversation ValueSelling-AssociatesValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 3. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 4. Today’s agenda How to build an effective team What to look for when selecting team members How to assign roles and reward team members Four ways to develop a unified selling approach Influencing without authority Successful team-selling strategies © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 5. © 2017 ValueSelling Associates, Inc. All rights reserved. What is team selling?
  • 6. Why sell in teams? Coordinate an elephant of a deal Leverage executive resources Extend credibility Product/technical expertise © 2017 ValueSelling Associates, Inc. All rights reserved. Industry/customer expertise Can shorten sales cycles Increase likelihood of success
  • 7. Your role: Build the team. (every team needs a coach) © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 8. Build your team around customer needs © 2017 ValueSelling Associates, Inc. All rights reserved. CUSTOMER NEED
  • 9. Building the team Support customer needs and requirements Customer-centric? ─ What and who does the customer need to be convinced? Diversity in role, expertise, or geographic location Complimentary Not a gang – a posse with a purpose © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 10. Carefully select the appropriate team members: Unique capabilities - Diversity Personalities align with customer Resources must add value; Skills, Knowledge, Experience, Position and Location Match the role or function to the level of the customer © 2017 ValueSelling Associates, Inc. All rights reserved. People buy from people.
  • 11. Selection criteria Customer-centric Who can add value? ─ Skills ─ Knowledge ─ Experience ─ Position ─ Location © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 12. Successful teams have team members that add VALUE © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 13. Prospect Org Company Executive © 2017 ValueSelling Associates, Inc. All rights reserved. Sales Org Company Executive Primary Customer Contacts Sales Team & Account Mgmt Technical Staff Technical/Industry Specialist
  • 14. Create a common vision Establish clear expectations Clearly define goals, purpose, outcomes Describe goals in terms of customer success and impact to key business issues Lead without authority © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 15. Create a team strategy together Ownership is empowering – no team member is a victim of the team process People tend to implement that which they were involved in creating Build consensus Trust and enable Be a facilitator, not a dictator © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 16. Define and assign roles/responsibilities Each person knows what’s expected of them Each person agrees to those expectations Reduce duplicated effort Eliminate confusion Clear communication process © 2017 ValueSelling Associates, Inc. All rights reserved. Roles & Responsibilities
  • 17. Use common terminology and process Develop uniform approaches to key business functions ─ Discuss opportunities (What stage are we in?) ─ Forecasting opportunities ─ Templates, forms ─ Problem escalation procedures © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 18. Communicate regularly Regular status updates Best methods Follow-up Update account plans © 2017 ValueSelling Associates, Inc. All rights reserved. Keep each other informed
  • 20. Celebrate successes © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 21. Reward and recognition Thank team members in public Recognize unique contributions Sometimes it is the little “thank you’s” that make a big difference Catch them doing something right! © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 22. Influence without authority Power > Position > Expertise > Relationship © 2017 ValueSelling Associates, Inc. All rights reserved. Listen more than you talk Reduce resistance through agreement Uncover and connect to personal motivation
  • 23. Successful team-selling strategies Act as coordinator and be accountable – every team needs a coach Keep customer needs in mind Identify appropriate resources Create a common vision Use team to develop shared strategy Assign clear roles and responsibilities Set measurable goals Communicate regularly Celebrate successes © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 24. Get started! 1. Review your current teams and approach 2. Assess the team dynamic 3. Decide what to do differently 4. Apply team selling principles to drive business 5. Execute! Success doesn’t happen accidentally! © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 26. NEXT WEBINAR Can Better Forecasting Improve Sales Performance? Thursday, July 20 | 10:00AM PDT
  • 27. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 28. Thank you! Julie Thomas | President and CEO julie@valueselling.com +1 858 759 7954 www.linkedin.com/in/julieathomas