If you saw my post from last week on stale buzzwords, you might argue that “synergy” could’ve been added to this list. While “synergy” may be thrown around too often to describe how teams work together, I think that understanding the definition of synergy gives it a greater importance, especially for sales teams.
The Oxford Dictionary defines synergy as the interaction or cooperation of two or more organizations, substances, or other agents to produce a combined effect greater than the sum of their separate effects.
This means that individuals or teams working together will not only complete a task or project sooner by collaborating, but will produce results that are better than their separate results combined. So how can inherently competitive sales teams improve their synergy to close more deals?
- Educate. All sales individuals need to understand sales operations and processes, including CRM and pipeline expectations. In smaller companies, individual onboarding is imperative, and in enterprise-level companies a formal training should be implemented. It’s important to have an outlet for questions and an assessment at the end of onboarding to ensure understanding. Education is constant; having group training sessions intermittently for teams will keep everyone on the same page so goals can be met.
- Communicate. No matter what your experience level, you will always have questions for others on your team. Having open communication channels—both up the chain and down—is imperative to sales team success. Plan recurring meetings, reinforce transparency, and ensure that all team members clearly understand goals and visions. When everyone is on the same page, it’s easier to work together towards goals.
- Share goals. Both educating and communicating effectively will lead to meeting goals. But what’s the point if these goals aren’t shared by the entire team? In addition to individual monthly or quarterly quotas, impose a team goal or goals that motivates members to work together. Whether this is in order to help a struggling team member or simply to increase revenue generated, zoning in on goals that all members are invested in will improve synergy.
Improving your team’s synergy will lead to higher morale, better teamwork and ultimately more closed deals. These three strategies surely aren’t the only ways to improve sales synergy, but taking the steps to educate, communicate and create collective goals for your team will be a great place to start. What are some effective ways your team has improved its synergy?