Empower Your Team with Strategies to Increase Sales for Teams

How to create outlook signature

Hi everyone, this is Colleen Francis from Engage  Selling. Thanks so much for joining me today on   our Sales Leader Strategy. You know a client  recently reported some really interesting results   to me. They are a manufacturer and they sell  through distributors. Okay so, they have a core   sales team of experts, right, that are assigned  to all of these distributors. Many of you work   in industries like this who help to manage the  sale, answer technical questions, act as the   industry experts. And of course, the distributors  have their own sales team as well. Well get this,   they discovered through some analysis of their  own data that when the distributor sales person   goes out to sell their product alone—on their  own—they have about a 40 percent closing rate.   That's a pretty good closing rate, but when  the distributor sales rep uses the manufacturer   sales rep to help them and they sell as a team,  they have a 61 percent closing ratio. Gotta say,   I was floored. It's not often that I'm speechless,  but that is a huge result/improvement. Right? Who   wouldn't want to move their closing ratio to 61  percent. So, here is why that's working. One,   you're bringing that industry knowledge to you—two  sets of eyes inside that client site allows you to   have a broader conversation. Each of you are  seeing different things and able to add more   context and more value to the conversation. So,  that's one thing. Number two, the client loves it   when you bring others with you. They think, "Wow!  Colleen thought that I was important enough that   they brought the manufacturer with them.  This feels good. I want more of this,   right? Number three: it attracts more people to  the meeting. When there's two or three or more   of you showing up to a meeting, your buyer  doesn't want to meet with you by themselves.   That's overwhelming. I mean imagine one person  being in the room with four or five salespeople   no. They bring others and when they bring others,  you again get a more well-rounded conversation,   you get the buyers in the room, you create a  critical mass of stakeholders, and you close the   business faster. So, easy to understand why this  is working. What I highly recommend is if you work   in this environment where you have experts you can  bring in in team sell, do it. If you don't work in   that environment of maybe distribution then take  a manager with you selling or maybe even figure   out how to partner with an inside salesperson  or a marketing person or a software engineer or   an applications engineer—someone inside your own  company because you can replicate those results   internally as a team as externally. Thanks so  much for joining me today. For more topics just   like this, visit us now at engageselling.com  or on Facebook LinkedIn, YouTube, and Twitter.