The pod team structure creates tight-knit groups of team members, each with a different role. Each pod might involve 1(+) SDR, 1(+) AE, 1(+) CS rep—and so on—to build modular and flexible problem-solving powerhouses.
However, there’s less specialization with this structure and less motivation for individual growth.
What about Close? Our team is structured on trust.
We have the right amount of salespeople to cover our leads, assigning new leads fairly across the team (so nobody feels short-changed). And we empower them for the entire sales process.
This has worked for us for years, and it breeds a healthy culture built on trust and teamwork.
But whatever team structure you implement, the point is to make sure it fosters collaboration. Trust is a vital part of that—whatever the blueprint.
Set Up Clear Criteria for Sales Discovery and Qualification
At the core, what’s the goal of sales discovery and qualification?
To know prospects (discovery) and efficiently nepal telegram data invest in great-fit folks (qualification).
The criteria you set for sales discovery and qualification will help you know which deals actually require more than one team member—and which can be taken on by a solo rep.
So, prepare your criteria. Some of the points you might touch on for team selling, specifically, are:
Size of the target company. Team selling makes the most sense with large enterprises.
Complexity of their needs. The more complex, the more people you might involve.
Sales cycle expectations. Team selling can shorten lengthy sales cycles.
Value potential to your company. Of course, all your customers are valuable. But if overall revenue potential is low and they don’t match other criteria, there’s no need to rally the troops—it’ll just waste time.
Pro Tip: Use Custom Activities in Close to streamline your qualification process.