Learning to win as a team

Monday, June 10, 2019

Save to My Library

Good morning!

It’s a rainy day here in NYC and I’m escaping to sunny…Seattle? Talk about a role reversal.

This Wednesday night, 6/12, I’ll be participating in an event hosted by the Seattle chapter of the AA-ISP. Faster Decisions: 4 Steps to Pipeline Acceleration. I’ll be there to participate on a panel discussion and in some breakout discussions after.

Click here to register and attend.

 

Ok, just a quick thought for you today…

And a big question for you at the end of this email. I’m doing a little research and I need your input.

Let me ask you this: when you win an enterprise deal, what percentage of the win were you personally responsible for?

Who else worked on the opportunity and supported you?

Did an SDR help you? A Sales Engineer? Marketing? Engineering? Customer Success? Your manager? Legal? Your VP? Your CEO?

If you’re an individual contributor, with one or more of these team members supporting you, ask yourself this question: On a scale of 0 to 100, what percentage of the win was directly attributable to my efforts?

100%? (Seriously, you need to get over yourself.)

How about 50%? 25%?

I know; it’s impossible to measure relative contributions to success. The only certainty is that you couldn’t have won the deal all by yourself.

Selling is a team sport. Especially in enterprise sales.

In order to capture a deal, you have to enroll and orchestrate the participation of multiple contributors in your sales process.

So, I have a question for you sellers. And sales leaders. I’m interested in hearing from you.

In addition to whatever sales training you may have received, how much training have you received on:

  • Complex program management
  • Effective collaboration skills
  • Peer management skills

In other words, have you ever been trained on how to manage a large, complex opportunity?

Let me know by replying directly to this email.

– Andy