From the course: Cross-Functional Sales Teams
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Setting expectations
From the course: Cross-Functional Sales Teams
Setting expectations
- In my experience, people will generally perform at or above their capabilities when they understand what is expected of them. Defining team expectations by a role with clarity will help alleviate conflict and confusion as the sales process develops. Since cross-functional sales teams bring together people from different departments and functions, it's important to clearly establish why the team has been structured the way it has. When team members come from different functions, they often bring agendas or priorities that are conflicting. This is especially difficult in industries where companies are large and multifaceted. Ideally, these teams should be able to breakdown those barriers between stakeholders to accomplish difficult objectives like prospecting or cross-selling, as well as being able to identify potential problems before they ever become an issue anywhere in the overall process. In order to realize the lofty…
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