The most important transformation to the post covid sales scene has already taken place. Stakeholders have now begun to make buying decisions in groups. And that is why it becomes necessary that sales professionals too adapt their business ways to customers’ evolving requirements. An amazing way to go about this is creating revenue teams. A revenue team is a group of sales and non-sales professionals that work in a coordinated manner to meet customers’ needs and boost business revenues. All the members work in tandem to ensure customer retention and the realization of revenue goals.
Now, let’s take a look at the three most vital steps for building revenue teams in the covid era-
Step 1– Focus more on skills while building a revenue team.
This doesn’t mean traits like experience should totally be ignored. But tenure doesn’t really matter here because what we have today is a completely evolved form of selling that has very little to do with traditional sales techniques. So, while experience is important, more focus should be on candidates’ skills of selling.
People who have knowledge of sales understand that selling can’t depend on sales experience alone for its success. Non-sales capabilities like subject matter expertise are also important for a successful sales process. After all, a Subject Matter Expert can add a great deal of value to the process of sales with their knowledge. Other contributors in the team could be from the marketing teams of a company or maybe support and service professionals. All team members work hand in hand to help their company achieve its revenue goals.
One challenge that a revenue team might face is that of communication. People belonging to the sales, marketing, and service fields generally speak and understand different languages. It’s the responsibility of the sales leader to bring them on the same page by helping them evolve a universal sales language.
Step 2- Helping team members understand how their individual roles will contribute to selling outcomes.
This is an important step because it involves channelizing members’ efforts. It talks about how every single member in the revenue team will be able to understand how their contribution will make a difference in the success of their organization’s sales. The sales leader has a pivotal role to play in this regard. It is with their efforts that greater cohesiveness in the team will result. Also, when a member understands the importance of their role, they will begin to feel a healthy sense of urgency towards work. This will inspire the team to work better and harder.
Step 3– Treat selling as a continuous process.
For revenue teams to succeed, the members should be able to view selling as an ongoing process and not as a project with a fixed end. The reason why this model has become so important is that a lot of products and services are now sold on a subscription basis. This step ensures that businesses can reap long-term benefits.
The bottom line is that in the most present-day organizations that deal in products and services, almost everyone is engaged in the process of selling. Hence, bringing the entire company together around this common aim could mean impressive growth for a business.
