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Team Selling is growing in its popularity and applicability to Salelytics' healthcare client partners. Complementing the field force, Team Sell integrates the expertise of field reps with the nimble abilities of inside sales associates. The strategy thus engages strategic territory management planning to cover a shared account base and collaborates to provide optimal coverage, account penetration, and revenue based on the unique needs of the territory, throughout the entire sales process.
Solution Results Contrast Media Manufacturer
Implementing a Team Sell model in one of two geographic zones, with the Team Sell zone receiving a 10% higher goal than the control zone.
Results from one year pilot revealed that the Team Selling zone delivered 14% over quota, while the control zone delivered only 97% to quota.
Surgical Equipment Manufacturer
Deployed a phased Team Sell model, converting a specified number of field territories to Team Sell territories each year.
Compared to average field territory overall year growth of 3%, Team Sell territories averaged 37% growth, with large/enterprise accounts demonstrating a 17% lift over the prior year.