Building Trust Within The Sales Team.
Building trust in the sales team is clearly an essential foundation for effective teamwork, where sales performance and team collaboration in selling is necessary more and more.
It is equally important, however, for the sales team to be in alignment on the direction in which it is going, to have role clarity, clear goals and on the outcomes it is aiming to achieve. The Sales team can include people not directly involved in your selling function, be they can be part of your bid team, or stakeholders that you need to influence.
These are indeed the two essential underlying factors determining a collaborative sales team’s success: trust and alignment.
It may seem like common sense that team alignment is essential for teamwork – yet there are so many sales teams that fail to achieve alignment, because it hasn’t been the norm and can be in the main, Sales might be perceived as just an individual pursuit. So, Why is alignment not achieved?
There are three key reasons why teams fail to achieve alignment:
1: Sales team members do not understand what alignment really means.
2: Sales teams do not focus on getting into alignment on the three most important things on which they need alignment: Purpose, The Why and Values.
3: A lack of trust in the sales team prevents open, frank dialogue or remunerations and recognition processes may be unclear, or not agreed upon.
The Sales Team Alignment Survey provided by Performance Partners measures alignment in two sections:
1: Team (Sales) Alignment Report: measures the degree to which team members are in alignment on their Purpose, Values, Vision, Goals, Procedures and Roles.
2: Team (Sales) Trust Report: measures the degree to which team members perceive the Elements of Trust™, and the values that support them, to be present in the team.
COMPLETE THE FORM BELOW
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