How Teamwork Can Push Your Sales to New Heights

When most in the security industry talk about converged solutions, they are typically referring to physical and IT technologies merging together. But the concept also applies to the sales process where a converged, company-wide effort promotes higher likelihood of success.

<p>Give your technical team time to “play” with IP-based technologies away from the pressures of making it work on a customer’s site for the first time. Use your own offices as their new playground by refitting your building with a new LAN. It’s really not that expensive and a shrewd investment. Photography ©istockphoto.com/alexsl</p>The benefits you gain with this approach include the following:

  • You show respect for the intelligence and experience of the entire company to let them in on industry trends, educate them, share the nature of competition, and define what direction you need to consider moving for the entire company to remain healthy.
  • This works because in battle, contrary to popular belief, you fight for the people in your foxhole. Just as with the people in your company; it’s human nature.
  • You gain early insights into the challenges you will face as an owner or manager. Make the team part of the evaluation and decision process of the product solution sets you choose.
  • Give them time to “play” with IP-based technologies away from the pressures of making it work on a customer’s site for the first time.
  • Use your own offices as their new playground by refitting your building with a new LAN. It’s really not that expensive and a shrewd investment.

Once the technical and sales teams get familiar, comfortable, intellectually engaged and excited with network-based solutions, clear the decks and batten down the hatches!

Benefits of Being There and Aware

While it is obviously the primary responsibility of your sales team, your real competitive advantage will come from your field technicians. Say what? Heretic! Put down your torches and let me explain why.

Woody Allen said it best, “80% of success is showing up.” Your field technician shows up a lot; in fact, every day at your customers’ businesses. If your technical team knows what to look for and wants to look for it, you can gain some serious competitive advantage in a hurry. Your technicians are undoubtedly known, liked and trusted, and will see things at a customer location like:

  • A change in your customer’s management
  • Upgrades to customer’s networks (IP phones being installed)
  • Building expansion planning or construction
  • Back-channel conversation about security or safety incidents

The second sage quote I want to share is by Yogi Berra: “You can observe a lot just by watching.”

Most technical teams are focused on “in ‘n’ out” efficiency and rightfully so. However, that may not deliver true competitive advantage. Being trained and motivated to observe, with a little coaching your technical teams can offer suggestions or new trends in technology, and open the door nice and wide for your sales team. There is nothing more powerful or true for a customer than words from a technician.

Break down those barriers in communication
and build a real converged competitive advantage. It won’t necessarily be easy, but it’s worth the effort and can be fun as well.

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About the Author

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Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.

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