Sales: A Solo activity or a Team Sport

Success DOES appreciate company, which is why we believe that sales is a team sport!

By now, it's fairly well established that a lone wolf sales representative does not work as efficiently as a team.

With sales teams increasingly expanding and collaborating across functions, it's difficult to attribute a sale to a single individual. Reps are more likely to seek assistance and backup from experts – other reps, marketing team, finance team, etc. 

 

Collaboration is the Key!

When we talk about teams, we're not referring to the command structure that runs through your sales organization. In other words, think wide when it comes to team selling.

Team selling has numerous advantages, including the following:

• Bringing diverse perspectives together
• Utilizing a breadth of experience and expertise
• Completing gaps in abilities and knowledge
• Maintaining accountability for reps
• Providing excellent educational opportunities for less-experienced representatives
• And, it is necessary!

Nowadays, buyers are more informed about the products and services they acquire. They've conducted preliminary research and anticipate that your sales team will be even more knowledgeable. It will take a village to live up to these new standards.

And prospects are not approaching the table alone. On average, B2B buyers bring between six and seven decision-makers or influencers to the table.

However, individual effort is also significant. To make teamwork, each member must contribute their fair share.

And for that to happen, three solo-oriented factors must be in place for each representative on your team:

 

Autonomy:

To what extent do your reps have the freedom to deviate from the script when confronted with a sales challenge outside the processor when experimenting with a new approach? By coloring outside the lines (prudently, of course), we can discover new tactics and best practices to share with the team later.

 

Accountability:

Reps must accept individual accountability – to be the only person accountable for a task at the end of the day. They must also recognize how their actions affect others on the team.

 

Trust:

You must trust your teammates, and they must trust you. Trust is earned when both parties believe they are working toward the same goal. It is earned through dependability, professionalism, consistency, and diligence. If you lose it, you introduce a weak link into your team – and a team is only as strong as its weakest link.

 

Lastly,

It is safe to say that sales is not a solitary endeavor rather it is a collaborative game. We require one another!