Chapter 10Echeloning Your Sales Groups for Accelerated Growth
Team Selling Calls
The concept is simple: Team up salespeople in pairs to ride together on a percentage of sales calls. When you put some structure to this process and establish some key objectives to be met, ideas, sales results, and even productivity will increase. The chief benefit you will experience is increased sales call effectiveness. One of the biggest problems with sales teams is that they aren’t cross-pollinating growth-oriented ideas that exist within the team, and thus individuals aren’t continuously improving.
As you facilitate a turnaround or intensified growth effort, these teaming strategies may seem counterintuitive at first. When you are constrained with a smaller-than-desired ...