Team Selling
Team selling is a group of people representing the sales department and other functional areas in the firm. The idea behind the concept is that teamwork and sharing knowledge can benefit the bottom line of a firm. When a company decides to use a team-selling approach, there are several factors to consider:
- The size and diversity of the team.
- Rewards for each individual vs. rewards for the team as a whole.
- Strategic objectives involved with the decision-making process.
Team selling should be used when there is a chance for high sales and profit. Firms must weigh the concept's pros and cons and base their decision on whether the approach matches the needs of the buyer.
Advantages of Team Selling
- A team approach allows for "continuous learning," as team members can work together to identify flaws during the presentation process. They may also identify features that can be added to the sales pitch.
- When a small company uses multiple salespeople to contact a client it helps the company appear larger than it is. Customers may like this approach, as it gives them multiple people to contact if there's a problem.
- Team selling shows clients that a company has more than one person with strong selling capabilities, giving the client a higher comfort level about the company.
- Effective team selling will lower the cost of sales calls, while the number of people assigned to each sales call will double. This will increase their "batting average," resulting in an overall increase in productivity.
Real Estate Agency
Some real estate firms use team selling to improve sales and increase customer loyalty.