Getting Teamwork To Make The Dream Work

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Getting Teamwork To Make The Dream Work

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You can do everything right as a salesperson, from the beginning of the sale to the end, and still lose the deal and create an unhappy customer.

Whether we’re part of a large organization or a solo operator, it takes a team to not only sell, but deliver in a way that ensures your prospect becomes a loyal customer and a raving fan.

Unfortunately, most salespeople struggle to get their company’s departments singing from the same sheet of music and this delays sales or worse – keeps them from ever happening.

To learn how we can systemize a way to get everyone on our team pulling together, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He understands the importance of getting departments aligned on serving the mission of their customers, so he was the perfect person to show us how to systemize teamwork to make the dream work in sales.

Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.

T-Trigger: Luis says the best way to get everyone working together in a company to create more sales is to start with your next product or service launch. Turn it into a beta project where you can involve each department and ensure everyone has ownership over success.

R-Repeatable: Because of his experience leading launches for large companies, Luis says he likens a great product launch to ‘taking care of your boo’, where ‘boo’ is an acronym for Business Order of Operations. This is a simple system that any leadership team can leverage to ensure all departments are aligned on what success looks like and what it will take to get there.

The first step in taking care of your ‘boo’ is examining the product or service you’re launching (or re-launching). Ensure you update features if needed and that you ensure the outcomes your product delivers are aligned with challenges your prospects know they suffer from.

Second, map the sales experience your prospects will have, from the first touchpoint until after they’ve become a customer. Ensure sales, marketing, and delivery are all involved in contributing to the resources you’ll need.

Third, map out your fulfillment process. Don’t just leave this to the folks in operations and delivery, ensure that sales and marketing are also contributing ideas because your delivery team will be responsible for delivering on the promises sales and marketing make throughout the sales process.

Finally, map out what marketing assets will be needed to facilitate your plan from your sales experience to your delivery process. Instead of starting with marketing (which is what most organizations do), using marketing as a fulfillment vehicle ensures that you’re only creating the assets you need and that they’re aligned to the sales and delivery process.

I-Improvable: To improve the way your team works together to create more sales; Luis says to revisit your ‘boo’ on at least a monthly basis to ensure that everything is still aligned to your prospect’s world and their challenges. A great way to ensure you’re aligned is to contact the prospects who have told you, ‘not now’, and find out why they put off making a decision. That will allow you to make micro-adjustments in how you bring your ‘boo’ to market.

M-Measurable: Measuring how well your team works together to create more sales starts with measuring your results but doesn’t end there. Luis advises that teams look at their revenue goals and reverse engineer accountabilities down to each team. If sales was responsible for closing X amount of business, how many leads was the marketing team responsible for generating? And how many contract renewals was the customer success team accountable for creating?

When each team knows what’s it responsible for achieving, it’s easier to work together in taking a dream of success and making it a reality.

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