Harmony is the structure of music with respect to the composition and progression of chords (Merriam Webster). Structure is needed when you’re building your sales team. However, when it comes to developing sales teams, too many leaders focus on homogeny and not enough harmony.
Homogeny
We have talked a lot about building a successful sales team. Designed to drive sustainable sales success. To a good extent, you strive for homogeny in the sales process. You want your reps doing the same thing, speaking along company lines, and progressing through the sales cycle. They target similar clients. And the expectation is that they create uniform results.
The Problem
As we stated, you want your sales reps singing in the same melody. However, if you’re trying to develop a diverse and inclusive sales team, homogeny is not the answer. Sales reps that think the same way, sell in the same manner and close the same types of clients limit your company’s ability to grow. And it fosters an environment where your sales team doesn’t stretch, grow or adapt their skills.
Harmony
Harmony is the complement to melodies. On your sales team, harmony is each rep following the same melody, but using their own personality and personal culture. Progressing in their own note. And harmony is when all these different personalities and cultures complement each other. They sell in harmony. They grow as professionals. The team grows in their abilities. And your company stretches to serve a broader range of clients and enjoys sustainable sales success!
Does your team need some fine-tuning? Span the Chasm can bring harmony to your sales… and have your team singing its way to sustainable sales success!
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