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COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
May 29, 2015 | Julie Thomas
SALES TEAMDYNAMICSMAKING THE MOST OF TEAM SELLING
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© 2015 ValueSelling Associates, Inc. All rights reserved.
Great teams
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Today’s agendaCurrent landscape
Team structure and makeup
Establishing strategy and vision
Team coordination and communication
Feedback/reflection/celebration
Recap
Q and A
© 2015 ValueSelling Associates, Inc. All rights reserved.
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The current situationIncreased demand for team selling skills
Globalization
Customer demands
Complexity of solutions
© 2015 ValueSelling Associates, Inc. All rights reserved.
Sales forces need to work as cohesive teams and manage resources efficiently,
often without directives from management
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Your role:Calling the plays
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Calling the playsBecome the primary contact
Develop and execute strategy
Coordinate resources
Lead initiatives
Generate reports and feedback
© 2015 ValueSelling Associates, Inc. All rights reserved.
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© 2015 ValueSelling Associates, Inc. All rights reserved.
Build your teamaround customer
needs
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Successful teams add VALUE
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Prospect Org
Company Executive
© 2015 ValueSelling Associates, Inc. All rights reserved.
Sales Org
Company Executive
Primary Customer Contacts Sales Team
Technical Staff Technical Staff
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Carefully select the appropriate team members:
Unique capabilities
Personalities align with customer
Resources must add value
Match the role or function to the level of the customer
© 2015 ValueSelling Associates, Inc. All rights reserved.
People buy from people.
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Create a common visionEstablish clear expectations
Clearly define goals, purpose, outcomes
Describe goals in terms of customer success and impact to key business issues
Lead without authority
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Create a team strategyOwnership is empowering
People tend to implement that which they were involved in creating
Build consensus
Be a facilitator, not a dictator
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Define and assign roles/responsibilitiesEach person knows what’s expected of them
Each person agrees
Reduce duplicated effort
Eliminate confusion
© 2015 ValueSelling Associates, Inc. All rights reserved.
Roles andResponsibilities
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Use common terminology and processDevelop uniform approaches to key business functions
─ Discuss opportunities (What stage are we in?)
─ Forecasting opportunities
─ Templates, forms
─ Problem escalation procedures
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Set measurable benchmarks, track results
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Communicate regularlyRegular status updates
Best methods
Follow up
Update account plans
© 2015 ValueSelling Associates, Inc. All rights reserved.
Keepeach otherinformed
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Celebrate successes
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Successful team selling strategiesAct as coordinator and be accountable
Keep customer needs in mind
Identify appropriate resources
Create a common vision
Use team to develop strategy
Assign clear roles and responsibilities
Set measurable goals
Communicate regularly
Celebrate successes
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Get started!1. Review your current teams and approach
2. Assess the team dynamic
3. Decide what to do differently
4. Apply principles to drive business
5. Execute!
© 2015 ValueSelling Associates, Inc. All rights reserved.
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At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides
© 2015 ValueSelling Associates, Inc. All rights reserved.
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Visit the eStore at valueselling.com
Books
ValueSelling tools
On-demand courses
Complimentary library of webinars and newsletters
© 2015 ValueSelling Associates, Inc. All rights reserved.
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© 2015 ValueSelling Associates, Inc. All rights reserved.
Save the date!
Our next webinar will be about
Developing a champion to seal the win!June 18, 2015 | 10:00AM PDT
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© 2014 ValueSelling Associates, Inc. All rights reserved.
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Thank you!
Julie Thomas | President and CEO
[email protected]
+1 858 759 7954
www.linkedin.com/in/julieathomas