Richardson Research: Teamwork in Selling
-
Upload
sarah-dougherty -
Category
Sales
-
view
96 -
download
0
Transcript of Richardson Research: Teamwork in Selling
![Page 1: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/1.jpg)
![Page 2: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/2.jpg)
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
![Page 3: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/3.jpg)
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
![Page 4: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/4.jpg)
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%)
![Page 5: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/5.jpg)
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 …”
![Page 6: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/6.jpg)
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%)
![Page 7: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/7.jpg)
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.
![Page 8: Richardson Research: Teamwork in Selling](https://reader035.fdocuments.us/reader035/viewer/2022070515/5876b9131a28abad1a8b6697/html5/thumbnails/8.jpg)
CONNECT WITH US
Thank you for viewing this slide share.
To download the full Teamwork in Selling Research, click here:http://info.richardson.com/team-selling-whitepaper-0
If you have any feedback or comments, please send an e-mail to:[email protected]
You can connect with Richardson at:LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255Join our blog: http://blogs.richardson.com/