The need to work with others to achieve common sales goals — whether they are sales peers, managers, sales support personnel, and others — has become more critical since a disproportionate amount of sales revenue and profits is increasingly concentrated at a few key accounts. A sales team can protect and grow your business with these accounts more effectively than a solo salesperson can. For these reasons, team selling is essential to your success.
The primary purpose of the Team Selling workshop is to improve your ability to form, build, lead, and be a member of a successful sales team. Building a successful sales team takes time, effort, and skill. You cannot simply throw a group of people together and assume that they will become a well-functioning sales team. This workshop highlights how to do this well. Otherwise, you will waste a lot of time and resources.
The Team Selling workshop content, duration and delivery options can be customized for your company and primary audience. STAR provides a full line of customized sales and sales management workshops, offering instructor-led training, online training, and sales coaching.
Who Should Attend?
Team Selling is designed for experienced salespeople who will lead the sales team, as well as anyone else who will be on the sales team or will support the sales team. Sales managers, senior level managers, and sales support personnel will benefit from this workshop. It works especially well to send intact teams to the workshop.
Workshop Topics and Objectives
- Overview of Team Selling— We address and discuss some fundamental questions such as: What are the advantages and pitfalls of team selling? When should you use sales teams? Who should be on the sales team?
- Team Leadership—A group of people will not become an effective sales team without strong leadership. This section will highlight what the leader of the sales team must do to ensure that the team is successful.
- Goals and Roles— Improve your ability to set specific goals for the entire team and assign clear roles for each individual team member. This section of the workshop includes a prework self-survey that will identify the individual strengths and areas of improvement for each member of the sales team.
- Using Virtual Teams— Because salespeople and the other team members often work in different locations, it is increasingly likely that the sales team will work together virtually. Tips and guidelines for virtual team effectiveness will be presented and shared so that you can do this well.
- Developing an Account Strategy— The sales team must be aligned on the sales strategy for their account. You will learn a planning process that the team can do collectively to develop a sales strategy for specific accounts. If you send an intact team to the workshop, additional time will be spent in the workshop on this activity.