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May 06, 2010
Functions of a Team-Oriented Sales Approach

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, explained that in a team-oriented sales approach, everyonegrows the customer relationship.

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  • There is a "for the common good" ethic.
  • There is focus on new services and sales.
  • There is a drive to ensure that every action supports customer loyalty.

Before the sale closes, multiple functions or skill sets are at play:

  • Producing and qualifying leads
  • Presentations
  • Technical pre-installation sessions
  • The close

After the sale closes, multiple functions or skill sets are also at play.

  • Account management
  • Operations/technical support
  • Logistical support
  • Integration support -- whole solutions

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at

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