Well-known author and consultant Susan A. Wheelan has written extensively about highly efficient teams. She explains numerous important ideas in her work that help teams succeed.
The following are some of the most important learnings from Wheelan's research on highly effective teams and how they relate to sales:
- 1. Clear Goals and Expectations: Teams that have established expectations and goals are more likely to succeed. This entails establishing clear expectations for each team member and specifying their roles and duties. Clear objectives and expectations in sales can aid salespeople in comprehending their responsibilities and maximizing their efforts to reach their goals.
- 2. Open Communication: Teams that communicate honestly and openly have a higher chance of improving teamwork and collaboration while also increasing member trust. Team members should be free to communicate their ideas and opinions without worrying about criticism or retaliation. Open communication in sales can support the development of deeper relationships with prospects and clients, increasing both revenue and client satisfaction.
- 3. Shared Leadership: A sense of ownership and commitment among team members is more likely to be fostered in teams with shared leadership, where power and decision-making responsibilities are dispersed among all team members, increasing engagement and productivity. Shared leadership in sales can promote a culture of cooperation and teamwork, improving sales outcomes.
- 4. Focus on Results: Teams that focus on results are more likely to succeed and leave a lasting impression. Teams may maintain their motivation and engagement by concentrating on results. They can also continuously assess their progress and make adjustments when necessary. Salespeople may stay motivated and focused by concentrating on results, which will enhance sales and customer satisfaction.
In conclusion, Wheelan's research offers insightful knowledge about what forms a highly effective team. Sales teams can collaborate more successfully and accomplish their goals, which will enhance sales and customer happiness, by putting an emphasis on clear goals and expectations, open communication, shared leadership, and a focus on results.