These are the things that will take a little longer, require some funding or may require wider stakeholder signoff. But all are achievable within a medium term timeframe.
1. Reward team accountability
Adapt targets, commission plans and bonuses. Include an element of team target and accountability. Focus on rewarding the team behaviours and outcomes that will deliver sustainable growth. Take that sense of team responsbility to the next level.
2. Implement a common framework and language
To truly collaborate, you need a shared language and methodology. Consistency that doesn't cramp individual style, as we like to put it. Implement a shared framework that tracks the customer's buying journey. Be clear on how you define each step in the pipeline (again from a customer perspective not a sales activity perspective). Use common frameworks for stakeholder mapping, for qualifying, for articulating your value and competitive strategy development. That way, the team has a short-hand to help them to analyse, learn, act and feedback together. If you need help, ask us about our sales framework, training and coaching.
3. Double-down on the things that make a difference
You'll learn what works best for your team and where to target your energies and efforts to optimise these. Find the blocks to sharing, learning and acting together and drill down into the causes. And then extend your approach to the teams you work with through the customer lifecycle.