Emotionally intelligent sales teams win more business because they are competitive and collaborative, two words not often used in describing a sales team. Collaboration requires teamwork and interpersonal skills. Most sales organizations talk about the value of teamwork. Unfortunately most of that talk never makes the walk.
So what is the reason for lack of collaboration on a sales team?
#1: Ego. You have salespeople consistently at the top each month. Being one of the top sales dogs brings recognition and admiration.
Unfortunately, it’s for these same reasons that top producers don’t share their best practices. They attend sales meetings and maybe share AVERAGE practices. They aren’t going to give away their secret sauce…..they might lose their top dog status.
News alert! Time to apply self-awareness and reality testing. You can share everything and anything you do with other members of your team. Execution is the key, not your wonderful knowledge. Knowledge is not power until it is applied.
#2: Ignorance. It’s important to remember that one or two salespeople hitting quota cannot continue to scale a company. It’s only when all members of your team mates are hitting quota that a company makes a profit. Yes, money does buy happiness.
If the company is more profitable, they reinvest in research and development, which keeps the organization ahead of the innovation curve. They invest more money in marketing, which gives salespeople more brand awareness in the market and leads. The company hires the best people to serve your clients after the sale, increasing retention and referral business. Getting the picture?
Be competitive and be collaborative. Take time to help answer a newbies questions. Pay attention. Is a member of your team in a slump and could use some encouragement. Maybe a member of your team is working on a big ‘deal.” Your insights and perspectives could help them win that deal—even if you don’t get the commission. When one person on the team wins, you all win.
Emotionally intelligent sales teams know that the competition is outside of the building, not inside the building.