Designing Effective Sales Teams - Webinar

Using Belbin Team Roles Theory to Increase Sales Effectiveness and Improve Customer Relationships

Session Overview:

The last few decades have seen a significant increase in the adoption of teams in customer management and sales organisations. Sales teams are used to develop strategic, longer-term relationships with customers, particularly in contexts where the sales process is complex, with multiple touch points and a variety of individuals involved. However, despite the increased use of sales teams over this period, our understanding of team effectiveness in selling teams is still very limited. This session will provide insights to enable participants in sales management roles to increase sales effectiveness and to improve relationships with customer decision making units.

Key takeaways:

• Increasing Sales Effectiveness by identifying how individuals can contribute to advanced selling processes
• Improving Customer Relationships through developing enhanced interactions and adaptive selling particularly with professional buying teams
• Adding (more) value fostering diversity in customer management teams through increased collaboration and co-creation.

About the session leaders:

  Jo Keeler

Jo is the Managing Partner at Belbin Team Roles (UK - Head Office). She is responsible for managing strategic and operational activities and building the Belbin brand both in the UK and worldwide. In addition to these responsibilities, Jo works closely with Meredith Belbin and acts as his general sounding board. She also lectures world-wide on the importance of teams and implementation of Belbin Team Roles. Jo started her career in the pharmaceutical industry before joining Belbin in 2001. She began her Belbin career in marketing and sales before taking on the role of Managing Partner in 2016.

  Dr. Javier Marcos

Javier is a fellow of Cambridge Judge Business School and Cranfield School of Management and a Belbin Associate.  He brings a unique combination of practical and theoretical knowledge having worked within large multinational corporations, in consultancy, and as an academic in business schools. His expertise, firmly grounded in business practice and informed by the latest research, focuses on sales strategy, sales competency development and strategic customer management. He has recently co-authored two books From Selling to Co-creation (BIS Publishers, 2014) and Sales Management – Principles, Processes and Practices (Palgrave, 2016).  He is an accredited Belbin Team Roles instructor and in 2015, he wrote the research report commissioned by Belbin and in collaboration with Cranfield School of Management Working in Sales Teams - Using Belbin Team Roles Theory to Increase Sales Effectiveness and Improve Customer Relationships.

APS Fellows & Adv. Members (formerly Managers) Webinar.

Many thanks to our Skills Partner 

We would like to share your contact details with our Skills Partner, Huthwaite International so that Huthwaite International may contact you directly for marketing and promotional purposes.  If you do not want us to forward your contact details to Huthwaite Research Group Limited trading as Huthwaite international, please email me at jennie.harnaman@the-aps.com.