Should a Sales Team be a Part of Your Sales Strategy?Posted on 10/01/2008 in Key Account Management
"None of us is as smart as all of us.” - Ken Blanchard, author of One Minute Manager
Many sales organizations have found that a sales team is an integral part of a sales strategy. For example, consider how a sales team could help you:
- Multiple team members can be used to broaden and strengthen relationships with the various decision makers.
- A team can do a more thorough job of analyzing opportunities and threats, based on their knowledge of different competitors and their exposure to different divisions and departments within the key account.
- To the extent that value selling and negotiating are necessary to win a key account sale, a team can do a better job than a solo salesperson. Teams generally are better at presenting better solutions when planning for a complex sales presentation or negotiation.
If you decide that a team approach is warranted, your sales strategy must then consider these additional elements:
- Who should be on the sales team? There are some obvious considerations, such as adding functional specialties such as technical service, marketing, and production/operations. However, there are also less obvious factors such as knowing which team roles and personalities are likely to generate and sustain a productive team atmosphere.
- Who should lead the sales team? It shouldn’t necessarily be the salesperson.Dual leadership is a good way to balance the workload. For example, let the salesperson lead the team during the client meetings, but let someone else lead the internal strategy and planning sessions.
- How can we assure that we are aligned on goals and roles? Lack of alignment on goals and roles will cause the team to flounder and potentially fail.