You need more than a sales team
- you need Sales Culture!
All Sales Articles > Virtual Teams and Success
Virtual Teams and Success
By Todd Cohen
Virtual teams are one powerful way that successful sales professionals are bridging the gap from being tactical sales pros to more consultative sales pros, and closing bigger deals in the process!
A virtual team is a group of people that you PROACTIVELY build to help you achieve the objectives of the client and close the deal. Think of your sales campaign as a play needing a cast. What we do and what we sell is increasingly more complex and it requires more support and input from people who you work with, but are not directly in sales (remember the "NPSP"?). Members of your virtual team might include engineers, technical experts, members of senior management, after-sale support people-anyone who might offer input and counsel to help close that deal. These folks can be in front of the client or behind the scenes playing a role to solve your client’s challenges. Building the right virtual team is critical and is often the key to getting the deal closed. Building the right virtual team can inspire trust and confidence in a client and be the edge you need to close the deal.
I have found several truths over time observing virtual teams and the sales reps who have built them:
- It is intuitive to the sales rep to build the team and who to build it with and include.
- The sales rep sees many steps ahead of the team and knows what has to be done instinctively.
- Building an effective virtual team is a skill.
- Building a virtual team is a delicate balance of inviting the right people on the team and coaching them to say and do the right things to inspire a client to buy from you.
- The sales professional is the one who has to assign roles and keep the team going and focused on one objective: Closing the Deal.
- People on virtual teams are often delighted to be asked to help, so don’t be shy. It is a vote of confidence to be asked. It is also a vote of confidence in you if they accept.
- The sales rep remembers all members of the virtual team are equals. This inspires loyalty to the team and client.
- Communication from the sales rep to the team is clear and unambiguous.
Virtual teams come together in several ways. Sometimes the entire team is in one place and can meet often to discuss the progress of the sales campaign. Usually virtual teams are spread out (hence "virtual") and communicate and achieve success across many boundaries.
I have built many virtual teams in my career. I can say that every one has been a positive experience and I went into them with the attitude that I was going to make the company work for the client. One of my favorite stories is when I was at an e-learning company and bidding for a huge deal at a Fortune 100 company. I assembled a team of awesome people. One of the team members was the CEO. I asked him to make a phone call to seal the deal. He did. It closed. He told me later that he had fun and thanked me! I felt great. You will too!
As always, let me know what you think...and Good Selling!
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Todd Cohen recently presented to a group of Omnicare Clinical Research leaders on the topic of building a sales culture. Todd's thorough preparation for the meeting and his presentation were spot on to what we needed to energize our leaders about 'selling' our services, no matter what their role.
Todd's desire to understand his audience, his knowledge of the subject matter and his enthusiasm really showed. Meeting participants left the meeting referencing many of his points, and we continue to refer back to his advice in subsequent meetings and interactions. He really made an impact. I would highly recommend Todd as a presenter on this topic.
Mary Vila VP-Human Resources, Omnicare CRO -
Todd Cohen's program is WAY more than sales training! Todd instills a mindset and skill set that are far more powerful, meaningful, and lasting. His expertise - building sales culture - is about showing sales leaders at companies of all sizes how to multiply their sales effectiveness by harnessing the power of the entire organization and ALL its stakeholders in the pursuit of closing sales. Bigger sales. Better sales. More sales. THAT is the result of implementing Todd's strategies.
David Newman Marketing Speaker and President, Do It! Marketing -
Todd is the ultimate catalyst to grow a positive, highly-motivated sales culture within any organization. He's the perfect coach to build or strengthen teams. As a marketing professional, working with Todd was insightful!
Sue Watts Product Marketing, Shunra Software LLC -
Outstanding...very powerful! You came across well spoken, experienced, confident and most of all I felt like I wanted to hear more. I had no idea you were such a great inspirational public speaker with such a powerful message to deliver.
Russell Heid Manager, Deloitte and Touche, LLP -
I just read your whitepaper and found it to be the ABC's of successful selling. It applies to any selling and is an excellent paper! I will recommend it to my sales team for reading.
Mike McCann #1 Prudential Realtor in the USA -
Todd is as passionate about helping others as he is about selling. I would certainly recommend him for assistance in motivating others to achieve a sales objective, whether selling the value of a non-profit, any product or a service.
Craig Stabler Soliant Consulting -
Todd...is passionate about helping organizations build a "sales culture" that understands customer needs and develops an out of the box approach to the sales process.
Dr. Jean Wilcox, PhD Professor of Marketing, Temple University -
Todd is the consummate professional - his presentations are effective, to the point and entertaining. His demeanor is one of confidence that reflects years of experience and successful outcomes. He's also a terrific guy to work with.
Jerry Wolfe Partner, Nenko Advisors International -
Todd has an unusual combination of sales talents - he can sell (intangibles to the C-level? no problem here!), build and manage a sales department and train for success. Impeccable execution and classy style!
Dr. Janice Presser CEO, The Gabriel Institute -
I have worked with Todd and SalesLeader in connection with helping me to expand my client base. Todd readily wraps his mind around concepts and then uses that understanding to help you achieve your goals in an ethical manner.
Todd Ewan, Esq. Partner, Fisher and Phillips -
In a relatively short time, Todd has provided substantial value as both a sales leader and a personal coach. As a sales leader, he has proven abilities to bring a sales orientation to a technology startup business. As a personal coach, Todd constantly pushes to ensure that this entrepreneur stays focused on the things that will bring the company growth and results.
Chuck Sacco CEO, PhindMe -
I have known Todd for a long time and witnessed the results of his hard work, knowledge, and enthusiasm as a sales person, sales manager, and entrepreneur. Todd is results driven and is able to leverage his experience, knowledge, and professionalism to create, mentor, and manage winning sales teams. What is impressive about Todd is his ability to communicate to individuals and groups. I highly recommend Todd to anyone interested in improving their sales organization.
Reynold Guida Director of Product Development, Thomson Scientific -
Your seminar was quite an eye opener for me...Speaking for the Finance folk majority, your tips are invaluable.
George Daulerio Senior Finance Professional -
Todd is a sales visionary, a champion with a drive to connect with his customer and drive the performance of his sales team.
Oliver Picher Executive Marketing Consultant -
Just read your paper, it was great! Keep the wonderful info coming....Your work has helped me tremendously already! .... I have you to thank for that...
Chad Holland Independent Insurance Agent, AFLAC -
... your enthusiasm and passion for sales, marketing and networking is contagious!.....
Michael Hughes Executive Level Banking Executive and Adjunct Professor -
Todd, thank you for creating a wonderful resource for information to support professional services sales.
Mary Newman Search Consultant -
Todd succeeded in bridging the gap between a Silicon Valley start-up and an old-line 'white-shoe' firm, having the patience to lead us through a long sales cycle, building first a foundation of trust, before diving into features. He was always a welcome sight in the office. We found him to be consistently creative, personable and with the highest integrity.
Marco Parillo Senior Manager, IBM -
Todd Cohen is an extremely focused, hard working and intelligent sales manager.... He is a tireless sales asset and takes great pride in building successful, revenue producing sales organizations.
Jim Riely Owner, Brownstone Group -
Todd this is a very helpful site that really illustrates your strengths in Solution Sales.... I hope the industry will take advantage of your insight.
Jonathan Grant LexisNexis