Richardson Research: Teamwork in Selling

1. TEAMWORK IN SELLING

2. WHY ARE ORGANIZATIONS USINGTEAM SELLING?
In today’s world, there is a complex selling
environment.
So, sales teams need:
• Subject matters
• Technology experts
• Sales leaders
• Implementation specialists

3. TEAMWORK IN SELLING SURVEY
Over 81% of respondents said that they
teamed in 50% or more of their critical meetings.
This was consistent across industries and roles but not size.
68% of respondents from companies with less than $200 million
per year in annual sales reported that multiple people attended
critical sales meetings 50% or more of the time.
85% of respondents for companies with annual sales of $1 billion or
more

4. TEAMING BEFORE MEETINGS
For successful meetings, the three biggest
contributors were:
• Discussing goals and roles (82%)
• Sharing information about the client or prospect
(74%)
• Reviewing presentation materials (60%)

5. TEAMING BEFORE MEETINGS
In successful meetings, the four most cited responses were:
• Asked questions (95%)
• Conveyed our value proposition (89%)
• Supported each other (83%)
• Handled questions/objections (82%)
“CUTTING EACH
OTHEROFF…TOO
MUCHTALKING…
NOT ENOUGH
QUESTIONING AND
LISTENING…”

6. TEAMING AFTER SALES MEETINGS
For effective teamwork after a sales meeting, the
most frequently chosen contributors were:
• Assigning accountability for client follow-up (86%)
• Assigning internal accountabilities (75%)
• Conducting a prompt group debrief (71%)

7. WHY DO PEOPLE
TEAM SELL?
There is work to be done — by team
leaders, members, sales managers, and
senior executives — to drive greater
consistency and better outcomes when
colleagues must collaborate to win.
Barriers to better teamwork for sales
meetings include conflicting demands
and goals.
Salespeople team up with others for a
significant share of client meetings that
are critical to advancing a sale
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8. About Richardson
Richardson is a global sales training and performance improvement company focused on
helping you drive revenue and grow long-term customer relationships. Our market proven
sales and coaching methodology, combined with our active learning approach, ensures that
your sales teams learn, master, and apply new behaviors when and where they matter most
— in front of the buyer. Get to know us and learn about how we help drive the world’s most
inspiring sales organizations to their next level of excellence.
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9. THANK
YOU