“We encourage sales teams to reflect on how their individual and collective value should look and what those values ultimately mean for themselves and to the group.” – Eduardo “Eddie” Baez in today’s Tip 881
Does your team defining their sales identity and formulating a collective vision and mission?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. We continue our Teams Win Championships book launch series with another of the co-authors you’ve heard on this show before. Eddie Baez is a Large Enterprise Account Executive at Gartner and is also the CEO and Co-Founder of Career Pipe, an organization focused on creating access to B2B sales roles for minority college graduates and young alumni in New York City. Here he is:
Eduardo “Eddie” Baez: Hi Daily Sales Tip Community. This is Eddie Baez with Teams Win Championships. So my message today is for sales teams looking to define their sales identity and formulating their collective vision and mission. Every good story we’ve ever heard typically follows the same consistent format, a strong beginning with a unique proposition, a detail-oriented and supportive middle, and an ending with a call to action that motivates the reader to well act.
When building the foundations of a consistently top-performing sales team. We think that the process should be no different. When thinking about your sales team’s big collective why, we invite you to start thinking about the end in mind. The team’s “why” should consider the team’s individual sales identities, strengths and objectives and in turn, help you find the collective philosophy of the team. However, before starting any whiteboard sessions, jotting down collective values and the actual vision and mission statements, we encourage you to start with your primary goal as a unit. What is your team want to be known for in the marketplace and what is your team aim to achieve for their clients? What does that impact? What does it look like?
We encourage sales teams to reflect on how their individual and collective value should look and what those values ultimately mean for themselves and to the group. For the TWC team, the “we” focus paradigm is why we wrote this book and what got us up out of bed every single day for 15 months to make sure that the book was completed. Under this paradigm shift, we concluded that everyone at across every function, within the business, sales engineers, product specialists, senior leaders, everyone had an equitable contribution to make to the sales process and impact the client relationship.
So when we embarked on writing Teams Win Championships, we made sure to let go of our individual egos and agendas. We defined our collective identity, the objectives that we wanted to accomplish as a group together, and the audience that we were looking to impact. The reason for that is that it allowed us to create a focal point for converging our efforts and directing all of our skills towards that one common audience and the collective objective or outcome that we were looking to achieve, which was to help as many people as humanly possible with the sales methodologies and frameworks that have helped us throughout the years.
So when thinking about your own vision and mission, start by thinking about your individual strengths and intrinsic motivations. We also think you should consider taking inventory of a team’s capabilities. The reason why that’s so important is that there’s going to be a lot of essential tasks that need to be completed, and sometimes you’ll have someone that can absolutely slot in and make it happen. Other times you won’t have that. And you definitely want to make sure that you identify any potential gaps in your process.
And then the things that kept us motivated were the values that we all shared collectively. Those were things like “we” focused approach to sales rather than an “I” focused approach, keeping ourselves honest, leading with integrity, holding each other accountable, even during and through the most difficult conversations we could have with people who went from strangers to family. Making sure that we always kept the goal in mind, kept ourselves disciplined, and made sure that we were empathetic to our lives outside of the project. Not to mention we always made sure to learn something from one another. And whatever the passion or energy waned, we kept each other going.
So all of this helps you to ultimately go forward and create that mission statement and vision statement. The vision should be that idealistic and inspirational picture of what your team’s future holds, and it’s basically a long-term dream waiting to be realized. The mission statement is that we will claim, this is what answers the who, what, where, why, and how, and ultimately helps you accomplish the goals that lead to that dream being realized.
So if I was to recap it, make sure that you understand individual motivations, understand individual strengths, collectively where should you all centralizing converge your efforts? How does that all impact your client? What are the outcomes that you’re looking to achieve as a group? What do you want to be known for in the marketplace? What are the values that are going to continue to drive you forward even in the toughest of times? And what will be those unrealized dreams? And we will statements that will get you across the finish line. Thank you for listening and happy selling!
Scott Ingram: For links to connect with Eddie and to get your copy of Teams Win Championships where a portion of the proceeds from your purchase will support Eddie’s chosen charity: Management Leaders of Tomorrow which is empowering a new generation of diverse leaders. Just click over to DailySales.Tips/881 and if you’re already bought your copy. Do Eddie and I a favor and share this tip and this book with a friend.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!