Even though you’re the only person responsible for meeting your quota, it doesn’t mean that getting through the sales process should be done solo.

In fact, top-performing sales reps know how important other people are to their win rate.

So if you’re one to balk at having other team members on your sales calls, we’re going to need to have a little chat.

This could have huge repercussions for your sales numbers.

Look at the data

You’re up to 258% more likely to close a deal if you invite others from your organization onto even just one call in your sales cycle.

Take in that massive number:  258%

We call this “team selling”.

But what about on the prospect’s side?

Having multiple participants from the prospect’s organization, only correlates to a 32% higher close rate:

This data is even more shocking when you consider that you can have that multi-person call at any stage in the sales cycle … with one exception.

Stay solo for the discovery

The best discovery calls happen when there’s only one member from the seller’s side and one prospect involved.

More people on the call can drop your win rate by 23%:

Other than discovery calls, always say yes to having multiple participants on a call.

Get your sales manager on a call.

Or a sales engineer.

Or your product manager.

Someone to make your deal a team sport rather than a solo game.

It doesn’t matter how many people join or which side they’re on, as long you’re not alone.

Most people are quickly sold on this approach because of its incredible implications for their sales numbers.

Remember that +258% we showed you up above?

Prioritize team selling on big deals

Would you use the same ingredients to cook three different meals? Maybe if you’re an innovative chef — but under most circumstances, no.

The same principle applies when you’re going after a customer or account that’s bigger than average.

First things first, go to who you report to.

Your manager has most likely sold to a similarly sized client, so they can tell you what to expect from the buying process.

This includes how to avoid delays, what objections you might face if there are any marketing collateral or resources you can leverage, and so on.

Along with your manager, consider finding an internal subject-matter expert who can offer value to your prospect.

As you build your team, how do you take it on and manage everyone’s time?

Be smart about which prospects warrant team selling.

And if they are a big deal, use team selling as early in the cycle as possible to get things off to a good start.

Chris Orlob
Chris Orlob is Senior Director of Product Marketing at Gong.io. - the #1 conversation intelligence platform for B2B sales teams. Gong helps you convert more of your pipeline into revenue by shining the light on your sales conversations.


Please enter your comment!
Please enter your name here

This site uses Akismet to reduce spam. Learn how your comment data is processed.