Addressing new challenges in selling means building a revenue team that draws on the skills of the entire organisation.
In our brief, Three Steps for Building Revenue Teams for the Post-COVID Era, we show how to coordinate a group of sales professionals and non-sales professionals that is able to meet the range and rising complexity of customer needs today.
Revenue teams ensure that sales professionals, SMEs, marketing teams, and service and support professionals all participate in customer retention, value realisation, and achievement of revenue goals.
In the brief, we show how to:
- Build a team based on skill rather than tenure
- Apply the “bricklayer principle” to the development of team unity
- Deliver long-term results by viewing selling as a continuum, not a timeline