A salesperson (the generalist who owned the relationship) and a specialist agreed before an important team call that the salesperson would “lead” and the specialist would be in a support role.
When the salesperson “sat back” after opening and left the specialist to handle the call, the specialist felt aggrieved and vowed (without giving feedback) not to support this salesperson again. The salesperson thought the call went well and as planned, and because he got no feedback, he could not understand why the specialist wasn't available for future calls
Team call situations are ripe for confusion and frustration unless the team members agree on a clear call plan.
In the example above, the salesperson agreed who would lead — BUT the word “lead” leaves room for misunderstanding. Leading the call could mean anything from setting the call up, opening, being the MC, and wrapping up at the end to being the one with primary responsibility for the discussion.
Team calling demands a much more specific definition of roles. To ensure that you and your teammate are on the same page, create an agenda. Clearly designate roles, agenda items, times, and transitions.
Let's look at what an agenda might look like:
- Preparation — What is the objective? What are our roles? What parts of the agenda will each lead?
- Opening — Who will open, build rapport (be sure to include team member), and set the stage?
- Need Dialogue(s) — Who will probe for needs?
- Solution Dialogue(s) — Who will position the solution?
- Resolving Objections — Who will deal with which objections?
- Closing — Who will ask for the next step? Who will summarize and wrap up?
- Transition — What and where will the transitions be
For your next team call, decide who's on first as a strategy so your team comes out first!
Visit www.richardson.com to learn more about Richardson's Sales Training Solutions
3 comments:
Hi,
You have an interesting blog.
Hey do you want to access Salesforce.com when you are away from your pc???? You can do it through your mobile and your phone doesn’t need to support internet or GPRS for this.
Check out this MoDazzle site.
http://modazzle.com/cms/modazzleLp2.html?channel=CM&camp=SalesForceia
MoDazzle gives you the opportunity to access SalesForce on your mobile via SMS and email without internet or GPRS. You can also access Linkedin and Facebook and other online services like Google maps Starbucks etc.
Happy New Year
Hi,
Listen I've been passing through your blog for quite a while now, and since your are interested in getting sales, I just wanted to let you know I have a company that specializes in finding leads-customers for different types of companies and activities.
Don't like to brag much but we really do have tons of leads/customers for several professional areas, including yours, and our service is guaranteed to work.
Also it includes free search engine optimization, free web analytics, free pay per click management , and other important web marketing tools, and we only charge $10 per customer we deliver, not for the leads, nothing more, so might be worth just to check it out.
So if you're interested please check my website, HotHelpsYouSell.com .
http://www.hothelpsyousell.com
Anyway, thanks for your time, and really nice blog
Cheers!
Thanks for the post. These types of blogs on team building are not easily available online. If you are trying to set up a small business on your own, you can refer to www.karmiccoach.com and www.mysticselling.com. These sites can inform you with relevant data and analysis about running a small successful business.
-Sunoj
Post a Comment