The days of sales being a solo function are all but over. More and more salespeople rely on internal resources at one point or another during the sales process. Team selling, when sales professionals work closely with other disciplines inside their own firms in pursuit of common revenue goals, is more common now then it’s ever been.
No matter what industry is involved, conversations with potential buyers involve more decision makers. In fact, the number of people sitting in any B2B purchase meeting has climbed steadily. Today, an average of 6.8 people are involved in the customer’s buying process, all of whom represent different agendas, business functions and company responsibilities; and, of course, different concerns that need addressing.
The complexity of today’s sales environment is not suited for a single individual. Salespeople often call upon the skills of others on their “team.” Different parts of the sales process demand different skill sets. While the salesperson will usually lead the prospecting and discovery stages, it’s not uncommon for them to utilize the expertise of thought leaders, engineers, implementers and other subject matter experts as the client’s selection process accelerates.
Like any other team, sales teams need to be prepared accordingly. They need to know their assignments and they need coaching and guidance as situations become more challenging. Most importantly, they need to be rewarded when they perform well. Here are three ways Maestro can help sales teams perform better.
1/ By rewarding all team members more effectively
While many companies have implemented variable pay plans based on team-based accomplishments, most would agree that there are inherent problems with their cash structures.
Cash programs are difficult to direct at specific groups or at individuals across the variables of product line or territories; even less so at key stages of the sales cycle. In other words, cash plans lack the flexibility to apply rewards as the business requires.
By integrating team-based non-cash incentives into the mix, sales organizations can effectively increase the contributions of key teammates across the board. And with Maestro, Madison’s SaaS-based solution for sales contests, program sponsors gain the flexibility they need to reward for key behaviors (or outcomes) at the right times.
2/ By keeping everyone on the same page
Successful team selling revolves around information exchange. Prosperous organizations build mechanisms that facilitate the “give and take” of knowledge and other info. What areas of collaboration produce stronger outcomes? They might include getting everyone up to date on competitive findings, brainstorming new value propositions or designing alternative approaches to specific client situations.
Maestro is built for that. Its social recognition component helps sales teams share information as they recognize and salute one another for a job well done. Here, managers can applaud key members of the sales and support teams by citing things they have done well, such as their approach in addressing a client’s concern or their creativity in overcoming objections.
3/ By promoting continuous improvement
Successful sales teams need to work in complete alignment, not just during client meetings but before and after as well. To continue to serve each other’s needs, they need to apply the lessons learned to the next competitive situation they face.
Recognition, directed at, or generated by team members helps everyone become more effective, more adaptive and, of course, more successful. As best practices are shared within Maestro, reps and the supporting casts that serve them get exponentially better. They learn from each other and apply those new insights during key situations. That makes everyone better and it helps the entire organization grow at a more rapid rate.