All In: How collaboration is key to the success of these sales teams

by Joyce Famakinwa
September 28, 2018

A good sales team operates like your favorite sports team. To the untrained eye, it may seem like the star players bring in all the wins, but look closer, and it becomes clear that it takes a collective effort to get game-winning results.

The sales teams of LA tech are no exception. Constant collaboration makes it possible for them to hit their fiscal targets and achieve their companies’ goals. From weekly review sessions to recurring one-on-ones, here’s how the sales teams at two local tech companies approach teamwork.

 

Redgate team
photo via redgate

Redgate provides software for the Microsoft Data Platform, and provides tools to help its more than 200,000 users stay on top of database performance. According to Redgate's regional accounts director, Ryan McNitzky, the company champions teamwork in order to prosper. The sales team relies on feedback from members of the team and the company at large to improve customer experience.

 

What is your sales team's approach to collaboration and how has this resulted in wins?

Two key examples come to mind when I think about sales collaboration at Redgate. The first is knowledge-sharing among reps across the sales teams. This involves analyzing the sales process together to better understand what worked and what didn’t. Through this process, we have built a solid understanding of who needs to be involved in the sales process, at what stage and how we work best with our customers. This feedback cycle means we’re continually improving our processes and customer experience, which helps us grow our sales opportunities.

The second is from our account sales team, where multiple people from across the company come together, using their areas of expertise to form a strong team. This begins with a sales development representative working closely with the account executive to identify and prospect an account. They bring in the sales engineers to better understand the technical problem our customer is facing and build out tailored demonstrations for how Redgate can help. The sales teams also works with our marketing team on content specific to the customer to explain how the Redgate solution fits within their organization.

 

Collaboration is built into everyday life at Redgate, with one of our core values 'we do our best work in teams.'”

How do you build processes that allow this collaboration to happen?

Collaboration is built into everyday life at Redgate, with one of our core values being, “we do our best work in teams.” In the sales organization, this involves regular review meetings as a team to work together to move opportunities forward and to learn from each other’s experiences. Our account executives also meet weekly with our account marketing team to form strategies that are tailored to individual accounts. Lastly, we share our results with the whole company, detailing the challenges solved, and how the team worked together to deliver value to the customer. This is a great example of how communication can aid collaboration across the company, as development, marketing and sales are all involved in making sure our customers succeed.

 

ServiceTitan team
photo via ServiceTitan

ServiceTitan’s business management platform helps small business owners working in vocational industries, like plumbing, electrical and other home services, streamline invoice management, scheduling, payroll, inventory and more. Patrick MacKenzie, the company’s head of worldwide sales development, talked to us about how ServiceTitan practices servant leadership — which teaches that leaders should focus on the growth and well-being of their employees.

 

What is your sales team's approach to collaboration and how has this resulted in wins?

Our ability to foster effective collaboration has been a key driver to our incredible growth and is a high priority for ServiceTitan. We turn to each other, not on each other, and are proponents of servant leadership. Collaboration has fueled wins all over ServiceTitan, whether it's winning a deal by implementing a team selling strategy or solving complex challenges for clients and prospects via teamwork.

 

Our ability to foster effective collaboration has been a key driver to our incredible growth and is a high priority for ServiceTitan.”

How do you build processes that allow this collaboration to happen?

In partnership with our sales enablement and people ops teams, we’ve created a specific program for new hires that is designed to curate opportunities for collaboration from the moment employees begin at ServiceTitan. Those teams, along with the new employee's manager and leadership in every department, actively work to sustain and enable this collaboration through regular one-on-ones, QBRs, annual kick-offs and regular team outings. We also leverage technology like Slack, Betterworks, and other tools to further enable and foster collaboration across teams and departments.

 

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