Selling Organization Team

Selling Organization Team

The Selling Organization Team consists of individuals within your own organization that have a specific role within the Field of Play for the account. Identifying your Team to the Strategic Players in the Field of Play is part of the overall account strategy.  Three important questions to ask yourself when assigning the roles for your team include:

  1. Internally, have we established cross-functional links in our own organization?
  2. For each of the Strategic Players we've identified, have we linked that person to someone with an equivalent level of authority in our own organization?
  3. Have we ensured that, as the relationship moves forward, we have established links that will make the right resources available at the right time?

Fig. 31, Selling Organization Team Section

Alignment often works well where members of the two teams are linked through common interests as well as levels of authority.  For example, finance people are aligned with finance, legal to legal, technical to technical, VP to VP, and manager to manager.  The role of the account manager is then to orchestrate this web of contacts to ensure that the various touch points in the account are activated as frequently as necessary and that the contacts are  made with a common purpose in line with the strategy for the account.

To add a Selling Organization Team member:

      1. Click the Add icon to open the Selling Organization Team section.

      2. Click the Search icon in the Name field and do one of the following:

        • If the desired name appears in the list, select the name and proceed to step 5.

        • If the desired name does not appear in the drop down list, click on the Search tab and proceed to step 3.

      3. Type the desired search criteria in the First Name or Last Name field and click Go.

Fig. 31a, Search in Selling Organization Team section

4.  From the list of items that match the search criteria, select the desired team member to populate the name field.

5.  Select the radio button next to the desired Role.  Click Done, or click off the section to close it.

Fig. 31b, Role for Selling Team Organization

To delete a Selling Organization Team member:

      1. Select the desired team member name and click the Trash Can icon. A message box appears asking you to confirm the deletion.

      2. Click Yes to delete or No/Cancel to cancel.

Initially, you may choose to leave the Role field blank until the Field of Play Strategic Players has been clearly identified.  Remember to add a Red Flag in the Role field if left blank or unsure about your choice until such time a confirmation on the role is made.

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