Team selling – adding an 11th law


Team Selling

Team selling is more prevalent and more important then every.  While it might have been a luxury to be good at it; today it’s a necessity.  Why?  Companies are demanding suppliers have a comprehensive understanding of their industry as well as a background of the issues facing the company – from the get go.  A salesperson, even a good one, cannot have the breath and depth of understanding required – they need help and team selling is one answer.

Working in teams is hard and sales teams are no different.  Not only do sales teams consist of people with different skill sets – e.g., sales and technical expertise – or different positions – e.g., sales reps and sales managers, sales teams also are made up on people from different generations.  Let’s focus on one generation – Millennials.

When it comes to team selling where Millennials are engaged, one set of challenges stems from the fact that Millennials have grown up communicating with a different technology – whether it be texting, tweeting, Facebook or meetings on Google+ or WebEx.  Skills like listening, developing empathy, reading body language and even waiting your turn may not have been developed to the same degree as in times past. On the other hand, the skill of conducting meetings via today’s technology is second nature to Millenials and can be mystifying to generations from a previous age.

What are the implications for sales?  We’ve posted a number of blogs about team selling, as well as, several blogs about Millennials.  We suggest that meshing these two topics would be useful – it is increasingly important to understand the impact of engaging Millennials on team selling. As we’ve noted team selling is hard, it requires a lot more than just having multiple people in the same meeting at the same time.

Previously we introduced 10 laws for successful sales teams, here is an 11thAcknowledge differing interpersonal skills stemming from generational differences. Ignoring the differences will lead to unnecessary challenges and tension –acknowledging them allows sales teams to leverage the differences and improve the possibility of sales success.

Interested in learning more about team selling?

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

©2013 Sales Horizons, LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
This entry was posted in Sales Best Practices, Sales Strategy, Sales Training, Team Selling, Uncategorized and tagged , , , , , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *