Team Selling...

Business Challenge

The fantasy: The lone horseman rides across the range, hunting to feed himself and his family, relying on no one else to bring home the bacon. Got it? Good. That's the way most salespeople have performed in the past.

Problem is, it just isn't real any more even though the myth of the lone horseman persists in the world of selling.

The days of the lone horseman are numbered. More than ever before, companies are forming teams to handle sales; teams of all salespeople, sales people and engineers, or any mix of salespeople, technical and administrative personnel.

So now everyone rides off into the sunset, full bellies and bulging saddlebags, right? Not by a long shot. Just because a bunch of people are thrown together and called a team doesn't mean they will perform as a team. And it definitely doesn't assure that they will get the synergistic results good teams produce.


Program

A highly interactive workshop and follow-on coaching provide the basic skills necessary to become both a successful team member and an interactive team leader. The program covers the stages of team development so that a firm basis of trust is established within the team.

The process begins with extensive up front assessment, including one-on-one interviews with leadership and members of representative sections of the organization further down. Following assessment and review of results, PeopleSavvy works with senior leadership to establish a written, objective outcome list for the workshop and the follow-on process. These include a set of behavior guidelines for leadership.

The workshop itself is participatory and experiential. Periodic follow-on consists of one-on-one telephone coaching, conference calls as needed and short workshop sessions. Follow-on tracks action plans and progress throughout the organization in establishing greater cross-functional closure, coordination, performance and accountability.


Target Audience

Team Selling is for companies in which building the client relationship is crucial. It is most effective for companies wanting to enhance their ability to create and manage a strategic account focus.


Outcomes

Effective teams produce major increases in revenues and profits with every team member making a contribution to securing the business and driving profitability over the long term.



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