Team selling is still a hot topic in the world of B2B Sales. One of the most important reasons is higher performance due to larger account buyers feeling more confident in the selling company.
The bigger the company you are selling, the more important it becomes to be seen as the “safe choice” or “low risk” provider. These big companies have a track record of firing people who make mistakes – either immediately for impact or during the next round of cost cutting.
Therefore, team selling allows your company to be seen as stable and having multiple “faces” in contact with them. Throw in an extra variable such as a complexity relative to what you are selling, and team selling becomes a necessity.
While many organizations are very successful with Team Selling, there are a larger number failing at the Team Selling effort. Why do Teams fail in the world of selling? Here are the five common reasons for Team Selling Failure…