By Dan Burtan
World-class sales teams embrace competition and collaboration, which ultimately result in increased sales productivity and sales efficiency.
“Competition makes us faster. Collaboration makes us better.”
Competition is in our nature. We compete against other teams or individuals in sports, we compete with siblings for our parents’ attention, we compete with our peers for the best jobs, we compete with coworkers for a raise or promotion. Sales in particular is known for its dog-eat-dog, quota-oriented nature, which serves to basically position colleagues against each other. But for an organization, this can be a waste of time, effort, and resources, when the true competitors are external forces.
Sales teams are increasingly chasing more aggressive goals with greater pressure to over-achieve, but the question is whether high performance comes from promoting competition amongst reps or encouraging collaboration. Let’s explore!
Why Should Sales Teams Compete?
Competition is traditionally how sales team have been driven, in both B2B and B2C. Some of the touted benefits include the following:
Motivate the sales team
Some sales reps thrive on competition and under the sense of urgency. They crave the reward, as well as the personal sense of accomplishment.
Competition encourages sales reps to constantly seek out ways to improve and to push themselves further. Is there a different process they can follow to get ahead? Is there a new technology that can help them advance pipeline faster? Is there other messaging that can convert prospects more effectively?
Competition pushes reps out of their comfort zone as they strive to be in that coveted top 20% of performers. For leadership, it also separates the leaders from those who are just sliding by with the bare minimum.
But competition usually means that sales reps don’t share their secrets to success in order to achieve higher individual goals, sometimes even at the expense of corporate goals.
Why Should Sales Teams Collaborate?
Collaboration encourages sales reps to work with each other instead of against each other, leveraging best practices and, in turn, increasing efficiency. In a collaborative situation, sales reps share their best practices and learnings to help the organization succeed as a whole. Everybody in the company has something to say and undoubtedly has some value to contribute.
Learn from others
Collaboration provides an opportunity to learn from each other’s successes and failures so that the organization as a whole can understand and grow. This collaborative learning more effectively supports long-term goals for the organization.
Break down barriers
Collaboration within the sales organization is important, but collaboration extends to other departments as well. For example, the customer service team knows what customers are saying about the product, the sales team understands what challenges prospects face on a daily basis, and senior management can likely offer broader perspectives on the industry.
People in other departments may be able to see the bigger picture in a way that others cannot. And team members shouldn’t be afraid to speak up, ask questions, and share their experiences. A culture of collaboration serves to leverage the internal pool of untapped talent and subject expertise but also improves internal communication and …read more
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