The Marketplace Situation

As major account needs demand more from sales people, many manufacturers have turned to team selling. This approach supports the Resource Manager concept by bringing functional specialists closer to the customer. However, as many manufacturers have discovered, working in account teams does not come naturally to either the sales people or the functional specialists. The result has been less than ideal performance from the teams, high levels of frustration for team members and customers who look elsewhere for help.

The Compass Solution

Team Selling uses a highly interactive format to develop productive sales and customer teams. Team members use group activities to demonstrate the value of teamwork, discover their roles, determine team operating procedures and develop customer-focused plans. Additionally, team members learn and practice team problem solving and teamwork skills. The teams learn techniques for making effective joint sales calls and practice both internal and external team meetings.

Enables Account Team Members to:

• Understand the strategic need for operating as high performing account teams;
• Be clear about their individual and collective roles and responsibilities on the team;
• Use effective team processes to determine customer’s needs and generate account plans;
• Conduct effective internal meetings to develop innovative strategies for working with customers;
• Transform selling situations into problem solving opportunities;
• Conduct effective joint sales calls in a professional manner utilizing all team members;
• Apply conflict management process to address team issues.

Program Details

The workshop length runs from two to three days depending on the teams’ needs. Newly formed teams generally benefit from the additional time spent actually working on their team procedures, goals and account plans.