Team Building and

Teamwork
Rashmi R Rangari – 2021SMF6575
Surbhi Pareek – 2021SMF6501
Nupur Kumari – 2021SMF6507
Rishabh Anurag- 2021SMF6536
TEAM
A team is a group of individuals, all working together for a
common purpose. The individuals comprising a team ideally
should have common goals and common objectives.

 Organizations have a sales team, administration team, human

resources team operation team and so on.

 All the members of the sales team work together to achieve the
sales target and generate revenues for the organization.

Team Size
 The team size depends on the complexity of the task to be
accomplished. 
 Ideally a team should consist of 7-10 members.
What makes a good sales team?
Good sales team is made up of individuals with unique and
complementary talents, skills, experience and expertise.

Resilient Excellent time management skills

• Team has a unique ability to cope with difficulty, to • They plan their days in advance, prioritize their tasks, organize
negotiate obstacles their pipelines

Invests time with customers

Structured goals
• build meaningful relationships, gain deep knowledge of their
• sales team should have structured and transparent goals prospects’ relationships
that are regularly assessed and easily measured • help them with precisely what they want and need.

Communicate and Collaborate Never stop learning

• ensuring everyone has correct knowledge and the latest • sales teams thrive in environments where they continually learn
updates and are encouraged to seek knowledge
• collaborate by sharing advice, overcoming obstacles and • always up-to-date with comprehensive product knowledge
providing genuine support (multiple perspectives) skills, they role play sales calls before they happen
Team Building Strategies
Hire Smart
• Strong Communication Skills - Highly articulate candidates
are preferred.
• Empathy - Great salespeople put themselves in their
customer’s shoes, as they guide them through the buying
process.
• Ability to work smarter - Knowing how to prioritize people
and leverage technology to be more efficient. For
example:- Badger Maps – Helps salespeople meet the right
customer at the right time and creates optimized routes
and schedules.
• Coachability - Open to criticism and humble about what
one knows.
Less obvious traits to be
looked on while hiring
• Curiosity - Curious about their customers, their
customers' businesses, and how to be better at their job.
• Patience - Most deals, especially deals with multiple
decision-makers, take time.
• Collaboration - Team players will share their knowledge to
help those around them succeed.
• Grit – Capability to deal with rejection, failure, and
frustration.
• Creativity - Someone who can think on their feet and
map the product or service to solve each customer's
unique problems.
Three Factors determining the nature of Sales Team

Product Industry Client

 Sales Representative Training Strategy
 A focused training strategy can align sales training methods with your business strategy, goals, and
needs.
 Training must be an on-going and continuous process where your reps develop the craft of sales
throughout their careers.
 Equipping the team with the latest techniques and strategies is necessary to succeed in a constantly
evolving world.
 Identifying best and unique skills in the team and replicating the same throughout the rest of the
team.
 Understanding learning style of the team, then personalizing the training for their unique learning
styles.
 Everyone should be on the same page.

Turning top performers into coaches

This is the cheapest, easiest, lowest-hanging fruit strategy to train the team.
 Stages of Sales Process
1. Prospecting
Doing research and knowing in
advance how the product will
help the prospect.
This will bring confidence in the
prospect that the representative
will work even harder once the
deal is closed.
2. Qualification
• Is your prospect the decision
maker?
• Is there a problem that your
product is solving that is
important enough to fix now? Do
they have the money to purchase
the product?
• What's unique about your
product that makes it the best fit
for them?
3. Prepare for the sales
meeting
• Find out what the team hopes to
get out of the meeting.
• Find out what they believe the
team needs to learn during the
meeting to take the next steps.
• And find out what objections are
likely to come from the people
who'll be in the room.
 Stages of Sales Process

4. Persuasive Sales 5. Overcoming 6. Follow-up 7. Negotiation

Presentation objections
Describing the product Don't wait for your Follow up immediately after the Never offer a discount,
features and then prospects to raise first meeting and also, schedule instead offer an adjustment.
connecting the product objections, raise them out future follow ups in calendar
features to the benefits first and deal with them, or CRM. These opportunities Offering a discount means
the prospect will get from that way you own the should be used to reinforce lowering the price down, but
owning the product, objection, which makes it product's value. Providing real adjusting the price down, is an
ultimately, the business way easier to overcome value with each interaction and exchange for something else.
value that the prospect always ending the conversation
will get. with a clearly defined next step
Increasing Team Productivity
Performing Health Checks

Does the team is performing at the best of their abilities at all times?
It's important to perform health checks on your team assessing their performance and
wellbeing as well as determining areas for improvement.

An anonymous survey or casual conversations could help -

• How happy is everyone to come to work every day?
• Are other reps on the team willing to help or is there a sense of unhealthy competition?
• Are there particular stages in the sales process where the team frequently experience
challenges?
• What steps can management or the team take to find more leads and win more business?
• Are there any tools or technologies the team could use to perform better?
Have clear metrics and goals
• Metrics create a clear view of how the company works.
• Metrics can show the strengths, as well as weaknesses.
• One don’t know what actions would lead to improvements if one don't have
clear insights into what exactly is going on.
• Identifying KPIs is crucial, and are unique for every Sales Team.
• Eg- Lead-to-sales conversion rate - conversion rate shows how effectively
your team is converting prospects into customers.
• These numbers help measure performance and allow you to make data-
driven decisions.

Leverage technology for better performance

• With the right set of technologies, one can analyze team's performance to
gain actionable insights.
• Eg - Digital calendars and appointment setting tools to keep reps' days and
weeks organized as well as coordinate with other people's schedules.
LinkedIn Sales Navigator as prospecting tools - for finding ideal potential
customers. Field sales management app like Badger Maps - Allows
managers to track and analyze their team's field activity with weekly
automated reports.
 Relationship Building: It convinces members that each one plays an
important role and they must complement each other.
Accountability, responsibility, respect and trust builds as a result.

Benefits of Team Success: Team building helps in accelerating team success. It

turns members into multipliers.

Team Improves Communication Skills: Not only does team building

improve overall communication skills within a team, it teaches team

Building in members how to ask better questions, and how to listen effectively.

Boosts Morale: When employees are valued in a team, they feel

Sales better about themselves and their role within the organization. They
feel like they’re part of a tribe.

Better Performance: The shared vision and trust that comes from
effective team building training leads to a sales team that will work
cohesively to achieve a common goal.
 5 stages of team development
1. Forming
• It is the process of putting the structure of the team together
• Team members feel ambiguous and conflict is avoided to be
accepted into team
• Team members look to a group leader for direction and guidance
2. Storming
• This stage begins to occur as the process of organizing tasks and
processes surface interpersonal conflicts
• Group members must move from a "testing and proving"
mentality to a problem-solving mentality to move to next stage
5. Adjourning
• Team complete its project and debrief on what went well and
what could be improved for future projects
• Afterwards, team members move on to new projects
3. Norming
• Team members create new ways of doing and being together
• As the group develops cohesion, leadership changes from
‘one’ teammate in charge to shared leadership
• Team members share feelings and ideas, give feedback to
one another, and explore actions related to the task
4. Performing
• True interdependence is the norm of this stage of group
development, highly productive stage
• Team is functioning at peak efficiency with less oversight
from team leader
• Team has strategies for resolving problems without
compromising timelines and progress
 5C’s of Teamwork
Communication - Good communication is important part of any
teamwork. It must be accurate and fast. Every decision, changes, role, and
responsibility must communicate in a right way in a team.

Cooperation - It is a heartbeat of any teamwork. Cooperation is the result

of good communication, and it requires clarity and trust. Any issues needs
to be sorted out to maintain full cooperation within team.

Contribution - Team member must understand their role and understand

how it contributes to the team's objective. Each team member has a
different mindset and skill which are required to accomplish collective
objective.

Compromise - It is key to any good relationship. We all are not perfect and
we have to understand that reality. Everyone cannot go with same pace, so
we need to understand people's limit and encourage them to make it more
effective.

Commitment - All team members must commit with their common goal.
Lack of commitment only leads on the pathway to failure. A leader should
raise his team in such a way so as to create more future leaders.
Importance of Team-work in
Sales
1. Better education and sharing best practices
Working in a team is a great way to introduce new team members to the process
as well as practice continuous learning of all members of the sales team.

2. Increased client satisfaction

75% of clients expect companies to provide a consistent experience across the
board and that can only be achieved with efficient collaboration of all employees
in the company.

3. Mutual support
Making a sales pitch can be stressful. If your sales team pitches to the client in a
group, the result is a more relaxed, competent presentation due to a boost of
confidence
Thank You