Salespeople are often not natural team players yet today’s global economy and instant communications increasingly demand sales team behavior.
Sales teams that can come together and collaborate when needed can out sell the big hitters of larger organisations so team building remains a vital aspect of development.
Competing for high value business opportunities that have a significant overall impact on customer and supplier success are also high risk. From the customers point of view, recovery from the failure of a large acquisition or investment can take years. From a supplier’s point of view, the investment of resources in winning a sale cannot be recovered if the sale is lost. Success with such prominent opportunities usually depends on a high degree of collaboration amongst the sellers customer facing staff including board level executives, salespeople, managers, marketing staff, and technical people. Teamwork is essential.[…Continue Reading…]