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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