Teams struggle to find new ways to achieve their targets and improve productivity.
But traditional selling methods are no longer enough to keep up with the market’s demands.
Failing to adapt to the changing market results in lost opportunities, decreasing customer satisfaction, and declining sales results.
However, many sales teams are adopting a new solution that helps them overcome these challenges.
Working together helps sales teams reach their full potential.
What Is Team Selling?
Team Selling is a sales approach that leverages the power of collaboration to drive more sales results.
It involves a group of sales professionals working together on one sales opportunity.
Using collective knowledge, resources, skills, and experience to understand the customer’s problems and solve them from different angles.
By combining the strengths of multiple sales professionals, they can overcome complex challenges and lead to greater sales success.
But this is only level 1 of team selling.
Taking team selling to the next level means involving your whole business in the sales process.
Sometimes for the next big deal to happen, expertise from employees of different departments is needed.
How Does Team Selling Differ From Individual Selling?
Individual or traditional sales is a sales strategy where a single sales professional manages the whole sales process from beginning to end.
Sometimes even known as one-on-one sales, every customer is taken through the customer journey by one sales professional.
On the other hand, team selling involves a group of sales professionals responsible for selling a service or product.
In team selling, each member brings unique skills to the table and is responsible for a different aspect of the customer journey.
Traditional sales employ almost no overlap with other departments, whereas in team selling it’s crucial for success.
In team selling, every member can focus on developing specific skills, whereas in traditional sales, members have to be generalists.
Team selling is proving to be the future of sales, with its many benefits over traditional sales.
The Importance Of Team Selling
Problem-Solving Made Easy
One of the biggest challenges in sales is finding solutions for your customers’ problems.
This is incredibly challenging for individual sales professionals as they are limited to their own knowledge.
However, when working as a team, the pool of knowledge grows exponentially, making problem-solving easier.
With team selling, when a problem arises, the whole team can jump in and find the best solution fast.
Solving customers’ problems fast leads to more sales and pleasing customers.
Engaged Customers
Relationships and customer trust are the keys to winning more sales.
It is difficult for a single sales professional to establish a deep relationship with customers and understand their needs and expectations.
Most of the time, these relationships don’t go further than pricing and pitching.
People just want to be heard and feel understood.
Here’s where team selling shines with a group of sales professionals engaging a customer from different angles.
Each team member can bring their unique skills, knowledge, and experience to the table, helping the customer feel understood and valued.
By having multiple people working on one sale, the customer is more likely to feel heard and unique.
This level of engagement leads to higher customer satisfaction and a higher likelihood of a successful sale.
Better Team Cooperation
Team selling requires multiple sales professionals to work together on one customer.
This requires excellent collaboration and communication between team members to provide the customer with the correct information and avoid getting in each other’s way.
More cooperation is needed with every new member, especially if other departments are involved in the sales process.
Each team member needs to understand one another and their role in the team as they will make big decisions together.
When everyone is working together, there are fewer chances of mistakes, miscommunication, and better overall performance.
Working together leads to trust, a morale boost, and better team productivity.
Wider Sales Reach
The first part of any sales process is finding leads interested in what you are selling.
In the beginning, it might be easy, but it becomes harder and harder after some time.
For a sales team to work effectively, they need a constant source of new leads.
What if you could tap into the network of your whole team or, even further, other departments?
With multiple sales professionals combining their networks, it becomes easy to penetrate new markets and reach a wider range of customers.
Imagine including engineers, marketers, and customer support in your sales research, each person expanding your team’s sales opportunities.
Level The Playing Field
B2B sales are too complex for one person to handle.
Researching multiple decision-makers, building trust with them, answering their questions, and coming up with solutions.
All of these steps take up significant time and effort.
However, with team selling, the workload is divided among multiple team members, allowing each person to focus on what they do best.
This saves time and ensures that all aspects of the sale are covered.
One person can build a relationship with a decision-maker, and another may gather important information or answer technical questions.
By leveling the playing field, teams using team selling can take on bigger opportunities and make them more achievable, increasing the chances of closing big deals.
How To Effectively Sell As A Team
If you decide to implement team selling in your business, follow these steps to ensure
- Assign roles and responsibilities – A sales team needs a clear structure to clarify who is responsible for which part of the process (lead gen, closing deals, nurturing). Take into consideration the skills of every team member and what expertise your customer requires.
- Establish communication – Create a system where everyone is informed about the current status of the customer and how information flows throughout the team.
- Create reward and feedback systems – Because multiple people are working on one customer, you will need to determine how they will be rewarded based on their part of the process. The team will also need a way of leaving feedback for the process to be constantly improving, which is tricky with so many moving parts.
- Use the right tools – Technology is crucial for the team selling process to be effective. Consider using a CRM tool to manage your customers and communicate with your team.
- Determine your team goals – Every person in the team needs to have their own goals and the whole team for them to strive for.
- Deploy the system – If you are just starting, deploying a team selling system can be much easier than having a sales team. The goal is to go in slowly, test different approaches, and not disrupt your business’s sales. A great way to do this is to start forming small team selling divisions besides your core sales team.
By following these tips, you can create an effective and efficient team selling approach that is effective and efficient and will help you achieve your sales goals.
Conclusion
Team selling is a powerful strategy that leverages collective strength and network to drive better results.
From increased conversions to engaged customers, team selling brings many benefits for businesses looking to grow their sales.
If you want to try out team selling strategies, check out LeadDelta workspaces and connect your whole team.
Download the LeadDelta extension and improve your sales game.
