Position paper

Team Selling

In business to business selling, team selling is becoming the more dominant form of selling. No longer is the selling based upon just individual performance. This is because businesses are starting to see better results in team selling than individual selling. An increase in team selling has also caused a change in the sales manager role. According to an article in the Harvard Business Review, “They facilitate idea exchange across their teams, use collective brainstorming to figure out how to unstick stuck deals, and borrow effective approaches to talent management and rep development from peers in other areas of the business”. (Dixon) Sales managers are starting to act as a member of the team with their employees. Team selling is causing positive results in companies and therefore so many companies are incorporating team selling in their work environment. Of course, team selling comes with a new system an