By Chris Cowan
Chris Cowan is the Vice President of Sales for AchieveGlobal and a new contributor to the blog. Chris leads the client management and business development efforts in the U.S. and is responsible for the strategic direction and execution of a large and geographically-dispersed sales organization. Prior to AchieveGlobal, Chris’ spent 20 years in sales and sales management in the financial services, consulting, travel/entertainment and technology sectors
The 2014 MHI Global Sales Best Practices Study identifies the individual behaviors that separate World-Class Sales Performers from their peers. One of them is the ability to collaborate across departments to pursue large deals.
This is a deliberate strategy. Sales leaders at World-Class Sales Organizations systematically prioritize activities, systems and frameworks to capture and share customer experiences, competitive intelligence and market insights across functions and departments. By collaborating, they can tap into resources from sales managers, executive management and subject matter experts to coordinate messaging, and as one organization, define how to address the customer’s situation.
Although collaboration is the current buzzword in the business world, it’s a complex concept, and embarking on a coll aboration initiative is not for the fainthearted. Tamara Schenk, research director at the MHI Research Institute breaks down the reality of collaboration and what it entails. Click here to read the full article.