In today's rapidly changing environment there are a number of advantages to building teams of individuals focused on team and company goals rather than just individual goals.

First and foremost is that a team sales approach makes the company less dependent on a few high performing individuals who can easily exit the company and take key customers with them. In a workforce with high mobility this is an important consideration.

Secondly a team approach to sales allows much more flexible coverage. Often senior reps can make the very important calls while more junior reps can be calling at a different level. If a new opportunity is uncovered, multiple sales reps can become involved until the opportunity is in good shape.

Having a cusotomer see more than one face from your company is often a real benefit. With reps of different skills and levels of experience, having more than one set of eyes and ears work with a customer can often uncover potential new business or obstacles to growing existing business.

What is the basic difference between the old style sales force and one tuned for today's fast changing markets? The real key is the level of trust between sales managers and their teams and the exceptional level of trust betweent individual sales people on a team.

If the compensation plan effectively rewards a team effort, you can expect many benefits.