Sua equipe de vendas está dividida em estratégias. Como você pode unificá-los para o sucesso geral?

You just need to listen with a clear vision ahead, you can also foster open dialogue, use data-driven insights, follow up with defined roles, and unified goals, and lastly encourage collaboration. These things will add up and don't forget to celebrate wins to drive collective success.

This is where, as the Sales Manager, you need to lead. Hopefully, the strategy you currently have in place is in place because it has delivered results. And that should be because it has been tested against other solutions and proven better. And should be tested again, moving forward. Make sure your team understands the why of your decisions.

Sales wants input. Identify key leaders on sales team and ask for their input. Incorporate it in your plans. Highlight their input publicly, and win

I have found that listening to other point views will enrich the value and the spirit of the team. Sales team function is built on a collaborative effort to reach ultimate sales target. By assessing the team views between team members, this will help the sale management to do a proper sales force direction and helping delivering the needed actions to make the goal clear to all members of sales force. One of the challenges to sale management is to know the sales force strategies or methodologies, if the sales head got it (by assessing the view) this will be a magnificent tool to build a collaborative team based on multiple methodologies their goal is heading the sales target.

Pour unifier une équipe de vente divisée, voici ce qui semble important : 1- Créer une culture de collaboration proactive : Les meilleures équipes de vente encouragent la collaboration et le partage des objectifs communs. Mettez en place des outils de communication qui facilitent l’échange d’idées et l’alignement stratégique. 2- Investir dans une formation continue : Ne considérez pas la formation comme un événement unique. Créez des processus de coaching et d'accompagnement continus qui permettent à chaque membre de l'équipe de s'améliorer et d'appliquer les connaissances sur le terrain 3 - Personnaliser les approches pour un impact maximum : Adaptez les stratégies de vente aux spécificités de votre marché et de votre équipe.

Stepping into my first management role, I was acutely aware that this team had weathered a storm of changes and challenging periods. The atmosphere was understandably tense. I decided to start by creating a space for open communication and team building. We dedicated time to discuss the challenges faced, allowing everyone to voice their concerns and frustrations. Then, I shifted the focus to our shared purpose, reminding everyone of the bigger picture and how their individual roles were crucial to our collective success. Together, we set clear, achievable goals and crafted a new strategy with a join buy-in. It was just the beginning, but I could already sense a shift - a renewed energy and a shared commitment to move forward together.

Simple mais nécessaire : 1- Utiliser la méthode SMART pour fixer des objectifs clairs : Les meilleures équipes de vente suivent la méthode SMART. Cela permet de donner à l’équipe une direction claire tout en rendant les résultats mesurables. 2- Impliquer l'équipe dans la définition des objectifs : Les équipes performantes prennent soin d’impliquer chaque membre dans le processus de définition des objectifs, ce qui renforce leur engagement 3- Établir des points de suivi réguliers : Ces réunions permettent d'ajuster les stratégies en fonction des résultats obtenus et d'assurer que l’équipe reste alignée, tout en maintenant une responsabilisation collective

Ensure that each team member's personal sales goals contribute to the team's overall objectives to instill a sense of accountability and purpose among your reps. Start by setting specific, measurable, achievable, relevant, and time-bound goals that align with broader business targets and are tailored to market realities. For example, rather than setting a vague goal like “increase sales,” specify “achieve a 15% increase in sales over the next quarter by expanding into two new market segments.”

Once you understand the different strategies within your team, it’s time to set clear and achievable goals that align with your company’s objectives. These goals should be specific, measurable, achievable, relevant, and time-bound (SMART). By involving your team in the goal-setting process and ensuring these objectives resonate with them, you can foster a sense of ownership and commitment to the unified strategy you aim to implement. Clear goals act as a guiding star, steering your team’s efforts and helping to mitigate strategy-related disputes.

Unificar uma equipe de vendas que está dividida entre duas estratégias só pode ser feita através da criação de uma visão e objetivos que todos compartilhem. Para promover a compreensão um do outro, são necessárias reuniões regulares, onde cada um dos grupos apresenta sua estratégia e seus resultados. É crucial também criar um ambiente colaborativo, onde os membros da equipe tenham espaço para trocar ideias e as melhores práticas de trabalho. Incentivar o desempenho coletivo, através de um sistema de recompensas com base em reuniões de meta, também pode ser útil. O treinamento, alinhado com as necessidades de cada um, irá ajudar a ancorar as diferentes abordagens e o sucesso da equipe.

Effectivement : 1- Encourager une culture de feedback continu : En instaurant des rituels de partage, comme des sessions de feedback après chaque projet ou objectif, vous permettez à chaque membre de s’exprimer librement et sans crainte. 2- Utiliser des facilitateurs de conversation : Permet d’éviter les confrontations et de recentrer la conversation sur la recherche de solutions et d’alignement 3- Favoriser l’écoute active et le respect des perspectives : En vous assurant que chaque membre a le temps de s’exprimer et que ses idées sont respectées, vous encouragez une meilleure compréhension des stratégies divergentes tout en cultivant un climat de respect mutuel

When your sales team is split on strategies, unifying them starts with fostering open dialogue. Create a space where everyone feels safe to share their thoughts and concerns without fear of judgment. This could be through regular team meetings or workshops where ideas are discussed openly and constructively. The goal is to build understanding and respect for each viewpoint while working towards a shared strategy that everyone can support. By encouraging collaboration and focusing on common goals, you can turn differing opinions into a stronger, unified approach for overall success.

Quanto mais os times estiverem em comunicação, melhor será o resultado do trabalho em equipe. Nada adianta um time de sdrs gerando leads para o time de closers sendo que eles não conversam entre si. Quanto mais os times estiverem ombro a ombro, trocando informações e descobertas - não somente sobre os leads em questão - mas sobre o mercado e o que tem funcionado ou não funcionado, mais coeso será o departamento como um todo. Aumentando inclueive a percepção de profissionalismo dentro da jornada de compra do seu futuro cliente.

Bringing together a sales team divided between two strategies requires establishing a shared vision and common goals that everyone can rally behind. Regular meetings are essential, where each group can present their strategy and results to foster mutual understanding. Creating a collaborative environment where team members can exchange ideas and best practices is equally important. Encouraging collective performance through a reward system tied to goal achievements can also help unify the team. Tailored training that addresses the specific needs of each group will anchor the different approaches and drive the team’s overall success

In my experience incentive scheme and structure should be built on multiple measures. Those measures should take in consideration personal goals and company goals. For example, one of the sales force measures in credit sales should be the collection of the sales dues, this task is a collaborative effort between sales team with credit and collection department. Have more than measure for the sales force will do an alignment in the incentive scheme and structure and this will lead to have better performance for sale force along with good results, thus will eliminate the internal useless competition between the sales team members.

The fastest way to align your team on strategy is to align incentives around a singular large objective. Example: If the goal is to increase profitability by 2 margin points, incentivize each individual to increase their average by that percentage, and make the revenue target for the entire organization reflect that 2% increase. Do not cloud the pool with lists of individual goals such as cold calling minimums, logged CRM activities, and lengthy pipeline reviews. The numbers never lie. When you target one major target, everyone on the team will begin to figure out what they need to do to get there. They will lean on each other more often, and they will not be distracted by a box checking activities list.

Aligning incentives is key to unifying a divided sales team. Make sure your incentive structure rewards collaboration and team achievements, not just individual wins. When rewards are tied to collective performance, it motivates team members to work together and back each other’s strategies. This approach helps reduce internal competition and fosters a more supportive, productive environment where everyone is focused on shared success.

Aligning incentives to reward collaboration and team success can indeed foster a more cohesive and productive sales environment.

Strategy misalignment isn't necessarily the true problem. More likely it is an understanding of why the vision is important to the organization and the individual. Training our teams to be goal achievers is the key to them defaulting to the most proven strategies within the sales organization. Here are the steps: 1. Shrink and simplify the message. Deliver a clear vision for the future. 2. Train your team on the activities, beliefs, and practices that negatively impact that future being realized. Share the impact on them personally. 3. Provide examples of how specific strategies have worked and why. 4. Set metrics and train the team how to measure and track them consistently and independently. 5. Standardize the definition of the strategy.

Training programs that address knowledge gaps can indeed bridge strategic divides. Equipping your team with both sales techniques and the strategic reasoning behind them fosters unity and collaboration.