Category Archives: Team Selling

August 25th, 2014

Why Successful Team Selling Is Like a Game of Jenga

Why Successful Team Selling Is Like a Game of Jenga

There are several reasons that can prompt you to sell in teams to land new business or retain existing accounts. How you assemble and manage those teams can have a tremendous impact on their success.

It is important to recognize when individual sales reps may no longer have the necessary skills or expertise. Many industries have experienced growth, evolution, and specialization, which makes it more challenging for generalist sales reps to keep up and maintain their expertise. It is common for sales reps selling within an industry to have worked in that sector earlier in their career. But while the basics remain the same, the longer they’re on the outside looking in, they risk losing touch and expertise with the nuances that have emerged. Rather than putting these sales reps out to pasture, partner them with appropriate subject matter experts.

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