How can a less talented team beat a more talented team?

This is an internal email that illustrates a point, the power of a role based team and consistent execution:

We have a great team and what makes us a great team, among other things, are the roles we all play to make the processes run smoothly internally and client facing.  Teams with great role coordination beat teams with raw talent all the time…that’s why Mt Lebanon High School in Pittsburgh almost won the Pa State basketball championship…

 Ok, back to our business:

 The sales team needs to do the following:

 1)      Trials – including set up

2)      Manage the trial process as this is a critical part of the sales process

3)      Understand the basics of the product and any new products we add…

I know we ask the others to assist from time to time which is fine, but it’s not their job to train and work the sales process unless it’s absolutely necessary.  Gary is a resource that should be leveraged, but again – judiciously.   Account managers and inside sales have tons to do and that’s what I want them focused on – their roles.

If we need cheat sheets, more training,….then let’s get this in place.  Otherwise, please invest the time and effort in the product so you can handle the entire sales process from start to finish.  We have limited resources and we need to maximize them.

Thanks.

JEB

Brick