Resolve Conflict in Sales Teams with SEAMless Sales®
Hidden in organizations, there can be a lot of conflict in sales teams. For example, field SE’s are sometimes frustrated with their AM’s. 
“I can’t tell you the last time my Account Manager/Sales Rep (AM) called me to ask a question other than ‘Can you do the standard demo for a new potential client tomorrow? I don’t know a lot about them, but we’ve only got one shot at this so let’s see what they think.’”
And the SE is left wondering, “What the heck should I show out of the 100 things we offer? And how am I to know exactly what the prospective client is trying to do? Seems the AM either doesn’t know how to do some basic discovery that would help me do a better demo, or they don’t want to, thinking that we can just ’win the deal’ if they show enough stuff.”
On the other hand, many AM’s are frustrated with the SE’s and that leads to even more conflict in sales teams
“I’m afraid of them ‘saying the wrong thing’ or ‘going too deep’ and derailing the deal. And the SE’s always seem to push back when I ask them to do a demo – all I want to do is show the prospect all of the great things we can do.”
What if the SE’s and AM’s work together for more SEAMless Sales®?
- AM’s can leverage what the SE’s can find out from the customer due to their “Trusted Advisor” status, garnering better Discovery information, and better preparing the SE for what they need to show. The SE is like the bartender – people tend to tell them almost anything but will withhold information from the AM.
- AM’s can provide the SE’s more information about the customer’s Business Situation – which they need to know anyway.
- SE’s and AM’s can combine notes from bottom-up and top-down to develop a complete view of the prospect decision process and needs.
