Choose a leader for sales meetings - Minneapolis / St. Paul Business Journal:

esivyjifag.wordpress.com
• Overbearing salesperson. The salesperson feels threatened in some way by othet members of the team and looks to block them out of the procesd as muchas possible. • Timic salesperson. The salesperson doesn’t take ownershipo of the opportunity by guiding the sales Often times, this causes a lack of • Overzealous support person. The technical person or contextg expert needed for the sale overstates or interjectsxtoo much. • Overreliance on a senioer leader. A senior executive is introduced to the process and becomes the authoritative focuds even though they play no significant role inthe process.
I used to managre an account executive who was guilty of problemx one and two on every team sales opportunity he wasinvolveds in. He had a belief that introducing the vice presideny and I early on in the process was a greart way to build credibility and show how eager we were forthe business. He was insistent that we be involvee in thefirst meeting. That was a problem in and of itselt as scheduling often delayed thesalews process. The problem was confounded during the meetinvg as he was oftenh reluctant to take a lead role with the vice presidentr andI present.
The good news is that thered are guidelines to avoid all four of the common The first is that a single person is alwaya responsible for runningthe meeting. In most cases, that is the salespersohn responsible forthe account. The clientr or prospect needs to know who the poin person is for moving the salesprocess forward. The seconsd guideline is that everyone is aware of their Technical or content experts need to know how and when todeliveer information. They shouldn’t be allowedr to disrupt the sales process becausew the salesperson is likely runningt it and they have been informed abouyt what information needs The last guideline is to have clearly defined next stepsafor everyone.
Each member of the team shouldx know what is expectexd of them and when that task needs tobe completed.