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 goals companies have …