People and Teams | Transforming performance of People and Sales Teams

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Programme : Team Selling

Thank you for your interest in Mercuri India Sales Academy - Virtual. VMISA offers world-class Instructor Led Virtual Open Courses for the Sales Community, that you can take from your place. So, take your pick, now!

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Programme : Mercuri India Public Programs : Nomination

Thank you for your interest in Mercuri India Public Programs – MIPP. Here are two world class certification courses for the Sales Community, that you and your people can learn, from wherever you are. Courses are scheduled on demand. Please pick the course that best suits your needs, and we will revert on upcoming Course Dates and more details!

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Team Selling powered by BELBIN -
The cutting edge of remarkable Project Sales Teams

Does putting together a group of high performing individuals make a high performance Project Sales Team?

Not necessarily. In a High Performance Project Sales Team, people respect each other for what they bring to the table. They appreciate that in a Project Sales Team, there is no ONE individual winner. The way each ONE wins, is when they make the TEAM win. For, no ONE functional expert on a Project Team has all the right answers the Client Team may be looking for. Whether it is about hunting large new accounts, or farming mega deals in existing accounts, success is spelt TEAM WORK - The T Factor .

In contrast, Low Performance Project Sales Teams struggle because they lack the T factor. The Client Teams easily see through the cracks within the Sellers Team. Who wants to buy Large Projects, that too in troubled times, from a supplier who cannot get his own people to align among themselves? Forget aligning with the Customer's challenging demands.

The good news is that more and more discerning Organizations world over are discovering enduring success through building high performance Project Sales Teams. Thanks to the power of the Belbin Team Role Methodology.

What are Belbin Team Roles?

Team Roles - are the lifetime work at Cambridge since the 1970’s of Dr. Meredith Belbin, who researched behaviors of people in teams. He defined a Team Role as "A tendency to behave, contribute, interrelate to others in a particular way". A Team Role is defined as ‘a tendency to behave, contribute and interrelate with others in a particular way’. In High Performing Teams, people have equal opportunity to contribute and experience all 9 Team Roles.

How does Belbin enable sustainable excellence in Sales Teams?

Here are the 9 Team Roles and their behavioral contributions to a Team. Can you see these behaviors happenning in your Project Sales Team? Want to know more about how you can leverage such unique contributions to transform your sales performance? Continue reading...

Team Role

Contribution

Allowable Weaknesses

Plant

Creative, imaginative, free-thinking. Generates ideas and solves difficult problems

Ignores incidentals. Too preoccupied to communicate effectively.

Resource Investigator

Outgoing, enthusiastic, communicative. Explores opportunities and develops contacts.

Over-optimistic, Loses interest once initial enthusiasm has passed.

Co-ordinator

Mature, confident. Identifies talent. Clarifies goals. Delegates effectively.

Can be seen as manipulative. Offloads own share of the work.

Shaper

Challenging, dynamic, thrives on pressure. Has the drive and courage to overcome obstacles

Prone to provocation. Offends people's feelings.

Monitor Evaluator

Sober, strategic and discerning. Sees all options and judges accurately.

Lacks drive and ability to inspire others. Can be overly critical.

Teamworker

Co-operative, perceptive and diplomatic. Listens and averts friction.

Indecisive in crunch situations. Avoids confrontation.

Implementer

Practical, reliable, efficient. Turns ideas into actions and organises work that needs to be done.

Somewhat inflexible. Slow to respond to new possibilities.

Completer Finisher

Painstaking, conscientious, anxious. Searches out errors. Polishes and perfects.

Inclined to worry unduly. Reluctant to delegate.

Specialist

Single-minded, self-starting, dedicated. Provides knowledge and skills in rare supply.

Contributes only on a narrow front. Dwells on technicalities.

How do Project Sales Teams benefit from the Belbin Team Role methodology?

The essence of Belbin is building high performance teams, on a solid foundation of enhanced self-awareness and personal effectiveness, fostering mutual trust, respecting diversity and building productive relationships, matching people and tasks, in ways that enable everyone to be a contributing member of a team.

People in BELBIN speaking teams go beyond just collaborating with each other... They complement each others contributions. They understand behavioral preferences of people in Client Teams, and treat them appropriately, to win credibility and trust very quickly.

No body is perfect, but a team can be. So, it is with Project Sales Teams powered by BELBIN.

To understand how BELBIN can transform performance of your Project Sales Teams, Contact Us right away. We will have an accredited Belbin Consultant visit you to discuss and understand your needs & wants and then propose a solution.
You can also visit www.cert-india.com for more details.

Check out our ability to deliver a wide range of Bespoke Sales Training and Consulting solutions, across related domains, to transform your Sales Performance. Our world class offerings include :

Sales & Service Competencies Development

At Mercuri India, we understand Customer needs and what it takes to meet and exceed them across touch-points.

Business and Leadership

Getting people to understand and appreciate the opportunities and challenges faced by other functions is a large part of getting them to see their own roles in perspective.

Mastering Training Design

4MAT® is an Instruction Design Methodology for helping all learners be successful.

Impact Training

The unique Mercuri Methodology - Yet another brain child of our founder Curt Abrahamsson

Sales Performance Consulting

Unique solutions that integrate proprietary concepts of Mercuri International

Showcase

A selection from our vast repertoire of customised Sales Performance Improvement Solutions

Bespoke Solution

Open Courses

Digital Learning

Celemi - Business Simulations

4MAT Instruction Design

Team Selling

Team Selling powered by BELBIN - The cutting edge of remarkable Project Sales Teams

Does putting together a group of high performing individuals make a high performance Project Sales Team?

What are Belbin Team Roles?

How does Belbin enable sustainable excellence in Sales Teams?

How do Project Sales Teams benefit from the Belbin Team Role methodology?

Check out our ability to deliver a wide range of Bespoke Sales Training and Consulting solutions, across related domains, to transform your Sales Performance. Our world class offerings include :

Team Selling powered by BELBIN -
The cutting edge of remarkable Project Sales Teams