“Selling is a team sport” — it’s a time-honored cliché that almost all salespeople have used at one time or another. But, when you seriously look at your own sales organization, can you honestly say that it’s genuinely selling as a team? Or, is it more likely that you’re selling the way you always have?
You know, the way where the rep on the opportunity, the SC aligned with it, and perhaps the front-line manager are the only ones involved in the account. Or the way where you only get real insights into an opportunity during monthly forecast updates, or when the occasional deal requires support from the VP of Sales or other top-level executive. (continued…)