According to a recent UCSF study published in the Journal of Spine Deformation, two spinal surgeons working together on complex operations finished 37.5% faster on average compared to surgeries with just one attending physician. Patients also lost less blood, had fewer complications, and spent less overall time in the hospital. Better results for everyone involved.
We have found the same to be true with strategic account planning. There is a significantly higher potential to grow key accounts when sales teams work in a collaborative, generative, and trusting way. Savvy sales account leaders understand that salespeople should no longer be pitted in competition against one another but, on the contrary, should view their team members as allies in expanding their relationships and revenue within target accounts.
Take a close look at your sales team. Are they truly collaborating to get better results? Is there trust among the key stakeholders required to create and implement strategic account plans? Is a lack of trust hindering sales effectiveness? Do your salespeople have opportunities to get to know one another on a personal and professional level? Do team members have a good understanding of others’ expertise?
Once you have examined the inner workings of your team, you can set about repairing any relationships that need support and help. But be patient. Trust takes time to build and the results will be even slower to be counted. Work together as a team openly and seriously. Build trust and the revenue will come.
You will also lose less blood and get out of the hospital faster.
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