Team Selling
Workshop Description
The need to work with others to achieve common sales goals — whether they are sales colleagues, managers, sales support personnel, and others — is critical when selling to key accounts. Team selling is essential if you want to grow and protect your business with your most important accounts. The primary purpose of the Team Selling workshop is to improve your ability to form and lead successful sales teams.
Who Should Attend?
Team Selling is designed for experienced salespeople who will lead the sales team, as well as anyone else who will be on the sales team or will support the sales team. Sales managers, senior level managers, and sales support personnel will benefit from this workshop. It works especially well to send intact sales teams to the workshop.
Topics and Objectives
1. Overview of Team Selling: We address and discuss some fundamental questions such as: What are the advantages of team selling? Which accounts justify the use of sales teams? Who should be on the sales team? What are common mistakes?
2. Developing an Account Strategy: The sales team must be aligned on the sales strategy for the key account. You will learn a planning process that the team can use during and after the workshop to develop a sales strategy for their assigned account.
3. Team Leadership: We discuss what the leader of the sales team must do to ensure that the team is successful, notably in three areas: 1) Forming the sales team; 2) Consensus-building on the goals and strategy for the key account; 3) Setting clear roles for each person on the team. A team exercise is used to reinforce all of these key points.