Episode 77: Balancing Egos, Skillsets and Team Contribution - Why Variety is Important in Every Team

Stronger Sales Teams with Ben Wright

In this episode of the Stronger Sales Teams, Ben dives into the topic of team selling. Fresh off a family vacation in Fiji, Ben discusses the Salesforce State of Sales Report, which reveals that 81% of sales reps believe that team selling helps them close deals.

Drawing on 20+ years of industry experience, Ben imparts his expertise on cultivating a collaborative sales environment. He emphasises the value of diverse skill sets within sales teams and explains how various perspectives and skill sets can collectively achieve substantial outcomes. Ben outlines the sales process in five essential stages: lead generation, initial meeting/needs analysis, quotation/presentation, closing/onboarding, and post-sales management. He offers practical guidance on how to balance team skills to enhance each phase. Finally, Ben provides advice for sales leaders on effectively managing these varied skills, ensuring that team-based selling does not necessitate micromanagement.

Key Takeaways:

• 81% of sales reps find team selling effective for closing deals.
• Leveraging different skill sets within a team can significantly enhance sales performance.
• Effective team selling involves specialising skills across the five stages of the sales process: lead generation, meet and greet/needs analysis, quotation/presentation, closing/onboarding, and post-sales management.
• Leaders can balance different team skills without falling into micromanagement by following structured meeting strategies.
• Ben emphasises the importance of preparation in maintaining personal health, linking it to better professional performance.

Time Stamps:

0:00 Intro

2:55 Variety of Skill Sets

3:00 Why Variety is Important

5:2 Balancing the Skillsets Across our Teams

8:52 Lead Generation

12:29 Meet and Greet and Needs Analysis

15:30 Quotation and Presentation

18:35 Closing Onboarding

20:55 Post Sales Management

22:25 Balancing All The Skillsets

26:30 Health and Fitness Tip

28:13 Outro

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.