From the course: Sales Channel Management

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Working with other departments and teams

Working with other departments and teams

From the course: Sales Channel Management

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Working with other departments and teams

“

- Though the years, sales representatives and even managers have been accused of maybe not being the best team players. Yes, we would get the marketing teams or business development groups involved with the sales process but it was often purely on a case by case basis. It was cordial but the interaction was managed by the salesperson. I think it goes back to the misguided belief that we, as salespeople, own the customer. We didn't want anyone else to potentially muddy up a sale so we had protective walls around accounts. Those days are over and if you're still experiencing situations like that, then you need to model the way and ensure that more involvement occurs between the sales organization and other departments. This is even more essential with a complex channel sales structure. You need all of the internal resources, understanding the account structure, the distribution mix and the idiosyncrasies of each of the channels. It comes down to open, honest and clear communication…

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