Team selling is a strategy that includes two or more representatives from different company departments that collaborate to close more deals. It helps meet better exchange on business information and agree on price, terms, and conditions.
Why do companies use team selling?
Ensuring an easy buying process for your customers can distinguish your company from the increasing number of competitors. Team selling is one of the ways to do it. The process includes using the necessary skills of a cross-functional sales team to accurately address clients’ concerns and pain points.
This sales strategy allows you to obtain better insight into your customer’s unique needs and expectations since you have experts in sales and marketing who possess the necessary skills. Besides, the team can see the selling process from multiple perspectives.
It helps improve buyer experience and sales performance of your company, speed up problem-solving, etc. These are not all the benefits of this sales strategy. Let’s walk you through the more advantages and disadvantages of team selling
Advantages and Disadvantages of Team Selling
Team selling has the following pros:
- helps strengthen relationships between company’s members;
- increases customer’s engagement;
- ensures that your company understands your buyer’s concerns and expectations;
- provides answers from specialists of different fields to customers’ questions;
- distinguishes your firm among competitors;
- allows reps from different company departments to cooperate to improve sales performance;
- ensures that buyers’ needs are met;
- improves buying experience;
- helps increase conversions.
However, this sales strategy also has several cons:
- since every department has its terminology and way of conducting business communication can sometimes be difficult;
- some requirements of customers can be missed.
This sales strategy brings a lot of benefits to your business, but some entrepreneurs still wonder whether a team or individual selling is better. So we’ve prepared several distinctive features that differentiate the two strategies.
Team Selling vs Individual Selling
Team selling is a comprehensive strategy that helps companies handle and close more complex deals. It requires a cross-functional team that involves reps from different company departments such as marketing, sales, customer service that cooperate throughout the sales cycle.
This sales approach helps your company unleash the knowledge of your team, improve buying experience, solve problems quickly, and increase conversions. It brings many advantages for the company, among them key insights on the performance your team can give. This information allows you to improve the experience for your prospects.
Individual selling is a sales strategy that entails one salesperson using special skills and abilities to warm up a lead and close the deal. This strategy is considered the traditional one since the seller has to meet customers face to face which requires a lot of time and investments.
The salesperson needs to highlight all the features and advantages of the product to make a customer believe that it can add value and make this person purchase. Some companies use individual selling to spread brand awareness and do it in two ways: retail and direct-to-consumer channels.
So now that you know the difference between a team and individual selling, it’s time to dive into six tips to improve your team selling.
6 Tips to Improve Your Team Selling
- Select people with the necessary skills and knowledge
- Divide tasks among team members
- Set a clear reward system
- Consider account maps
- Conduct meetings with your sales team
- Stay a step ahead
Several specialists involved in the selling process can significantly improve sales performance. We’ve prepared some key tips to consider.
- Select people with the necessary skills and knowledge. As you build a sales team for your company, ensure that the people you choose suit you perfectly in terms of skills, experience, and personality.
- Divide tasks among team members. To be effective, your business should have a deliberate sales structure. So before collaborating on a deal, delegate responsibilities to ensure a smoother sales process.
- Set a clear reward system. In a team selling, the contribution of each member of the team is less clear than in individual selling and it’s challenging to create a clear reward system to appreciate those who show excellent results in sales. However, this plan should be developed to motivate your sales reps.
- Consider account maps. As we’ve mentioned before, this sales strategy is mostly used to handle and close complex deals that involve many moving parts and players which is usually challenging. Creating account maps allows you to visualize your accounts for each customer to avoid complications. With the help of account maps, you can identify gaps, obtain a clearer picture of each account and avoid duplicating.
- Conduct meetings with your sales team. Regular meetings are an effective way to establish contact between reps. They should also understand how important they are for your company.
- Stay a step ahead. Control the performance of your sales team to avoid unpleasant surprises in metrics and your business in general. Set bigger goals for your high-performers to keep improving their professional skills. Let your team know that you believe in their success.
To conclude, team selling is especially effective in complex deals. With a team of professionals, your company can easily manage and close a lot of deals. Many businesses have already implemented this strategy and reap the benefits it brings.
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Last Updated: 23.02.2021