Building a winning sales team through teamwork, competition, and unity

In Culture and news, Innovation and leadership by Julian Quisquater

Historically, Deem has had members of the sales staff located in various geographical regions across the US. The idea being that by blanketing the various time zones for all the optimal hours of the day, you can provide potential customers with a sales rep with specific knowledge of the region in question. While this strategy has merits, it fails to consider arguably the most important aspects of sales—teamwork, competition, and unity. We aim to change that by building a winning sales team in our new 21st floor bullpen.

Teamwork fosters creativity and learning.

You’ve probably heard the expression “knowledge is power,” and nowhere in an office setting is that statement more prescient than on your sales staff. In any company with a sales team, there are going to be various schools of thought when it comes to best practices. There is no right or wrong method, however, you can hone your skills by adopting new tactics you learn from co-workers, testing them out, and seeing what works. As the famous Zig Zigler once said, “You don’t have to be great to start, but you have to start to be great.” The easiest way to do that is by absorbing as much knowledge as you can from those around you.

“Being centrally located creates an immediate path for collaboration, and the ability to speak with marketing is huge. Aside from the sheer isolation and loneliness of being a remote employee, there is something to be said for sharing in both individual and group successes. Sharing in other people’s wins gives you a boost when you’re feeling down, and it also provides a level of focus that allows you to focalize strategy. Being able to grab lunch any day of the week with co-workers is also reassuring. Sometimes, while working remotely, I would forget what people even look like.”

Chris Kerr, Business Development Rep

Formerly based in Minnesota and now based at SF Deem HQ

Competition fuels innovation and drives profits.

“Ringing the gong” has become a common sales tactic in bullpens. Every time someone closes a deal, they are invited to ceremoniously bang a gong, which can be heard throughout the office. This typically results in a raucous round of applause, and a renewed sense of belief team-wide. This is particularly important for a marketing team, because a successful sale means that the content they are creating at the top of the funnel is effectively generating leads for the company.

Overnight, a disjointed sales team can be transformed into a communal force that feeds off each other. Unfortunately, you can’t do this if your sales team never see each other. If reps can see their teammates thriving, and use a colleagues success to fuel their own, the sales objectives become more attainable.

Unity improves job satisfaction and employee retention.

Henry Ford once said, “If everyone is moving forward together, then success takes care of itself.” Working in sales can be incredibly frustrating, and when you are feeling down, nothing helps more than having a united team to lean on. In the world of business, there is tremendous competition for sales talent, and nobody wants to be part of a losing team.

If a sales staff has had a rough quarter, nothing feels better than seeing marketing dishing out high fives after the inquiry numbers start rolling in from a demand gen send. It means that better days are on the horizon, and it’s time to get on the phone and start developing inquiries down the funnel of the sales pipeline.

When one of us wins, we all do.

If you are looking to set up a winning sales team, always be conscious of the various stages in the funnel, and make sure that they remain silo-free. Despite the individual responsibilities involved in a sales process, it’s important to remember that the end result of a closed deal is the collective effort of a team. Cheer each other on, let someone know you appreciate their hard work, and the sales will blossom from the environment of success that you foster.

About the Author
Julian Quisquater

Julian Quisquater

Julian Quisquater is a Content Marketing Manager at Deem, a battle-scarred survivor of several start-ups, and a decade long veteran of technology content curation. He holds bachelors degrees in media studies and copy-editing from UC Santa Barbara and an MFA in creative writing from the California College of the Arts.