Date post: | 11-Feb-2017 |
Category: |
Sales |
Upload: | richardson |
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WHY ARE ORGANIZATIONS USING TEAM SELLING?
In today’s world, there is a complex selling environment. So, sales teams need:
• Subject matters
• Technology experts
• Sales leaders
• Implementation specialists
TEAMWORK IN SELLING SURVEY
Over 81% of respondents said that theyteamed in 50% or more of their critical meetings.
This was consistent across industries and roles but not size.
68% of respondents from companies with less than $200 millionper year in annual sales reported that multiple people attended critical sales
meetings 50% or more of the time.
85% of respondents for companies with annual sales of $1 billion or more
TEAMING BEFORE MEETINGS
For successful meetings, the three biggest contributors were:
• Discussing goals and roles (82%)
• Sharing information about the client or prospect (74%)
• Reviewing presentation materials (60%)
TEAMING DURING MEETINGS
In successful meetings, the four most cited responses were: • Asked questions (95%)
• Conveyed our value proposition (89%)
• Supported each other (83%)
• Handled questions/objections (82%)“Cutting each other off … Too much talking … Not enough questioning and listening …”
TEAMING AFTER SALES MEETINGS
For effective teamwork after a sales meeting, the most frequently chosen contributors were:
• Assigning accountability for client follow-up (86%)
• Assigning internal accountabilities (75%)
• Conducting a prompt group debrief (71%)
WHY DO PEOPLE TEAM SELL?
1. Salespeople team up with others for a significant share of client meetings that are critical to advancing a sale.
2. There is work to be done — by team leaders, members, sales managers, and senior executives — to drive greater consistency and better outcomes when colleagues must collaborate to win.
3. Barriers to better teamwork for sales meetings include conflicting demands and goals.
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