Wonderful tips for hiring and incentivizing team-based sellingLarry Long Jr. is the Founder of LLJR Enterprises, focused on Keynote Speaking and Sales Coaching to help individuals and organizations elevate their game to that next level. Larry is also the Director of Collegiate Sales at Teamworks, and he will be stopping in to discuss the concept of sales as a team sport.

Larry joined The Collaborator to bring his insights, and high energy, to the topic of team-based selling.

What is team selling?

Modern B2B sales teams often work with ten or more decision-makers in an account before closing the sale. Team-based selling allows the lead seller to leverage the skills and capabilities of their teammates to participate in the sale, increasing the buyer experience and the likelihood of closing the deal.

Hopefully, that answers the question about what is team selling.

Larry’s thoughts on team-based selling

?Collaboration is critical. Team-based selling, driven by collaboration, requires top-down support from leadership to be successful.

?How do you hire great team collaborators? 

Larry likes to ask interview questions like, “Tell me about a time when you had to work cross collaboratively.”

In this process, Larry leverages the .”STAR System (Situation/Task, Action you took, Results) to uncover if his candidate has what it takes.

? How do you incentivize collaboration? 

Larry nailed this one. You need to ensure incentives inspire and create a culture where goals reward employees when all parts of the business win.

Give a listen and remain curious.

And let us know, how do you want to help improve the Enablement profession?
Audio Transcript

The Collaborator
Hey everybody, we are live today with Larry long Jr. and Larry long was just telling me about the extent of his golfing skills. And it sounds amazing, man, amazing.

Larry Long Jr
Beer john, I’m surprised you didn’t do your research and know that Tiger Woods is my cousin. And um, his long lost cousin Larry is in the woods. But um you know, I

The Collaborator
failed on that one completely. So you know, somebody, somebody is gonna get fired here and it’s probably going to be me.

Unknown Speaker
Do me a favor

The Collaborator
beyond beyond your golf. Tell us about yourself,

Larry Long Jr
man. I’m gonna keep it real simple, john, I’m a simple dude. I’m on a mission to empower and lift up as many individuals as I can. And I know that sounds generic. What, what the hell does that mean? Well, essentially, I am on a mission to help sales professionals, entrepreneurs, college students, nonprofit, really anyone and everybody. I’m trying to help them take it to that next level. I’m writing a book, The name of the book is Joe. I’m helping people to get intentional when really trying to zap them I don’t, I don’t know if you can tell if I bring a little bit of energy I’m trying to zap people in to rediscovering and believing in their inner greatness, we’ve all got inner greatness. And there’s so many times it’s heightened, or we don’t believe in it. And I’m telling you, we better start believing in ourselves.

The Collaborator
I gotta tell everybody, before we get started, when Larry came on to the to the to the zoom meeting you’re never broadcasting from he’s playing happy. And sadly, or not sadly, depending on your point of view. He’s dancing. I’m dancing with him. And it was as if your worst picture of your father’s dancing you’ve ever imagined. That’s what Larry and I look like. Exactly. You know, you look okay, they’re doing this. I look like I’m like, I grew up in Vermont, and I have exactly zero dance skills. That’s what I look like my friend. Terrible. I I love that you’re writing a book that’s so cool, and amazingly hard.

Larry Long Jr
Yep. Yeah, so true. It’s been. It’s definitely stretched me out of my comfort zone. And I’m growing. I’m learning. I’m living. Barely, and I’m loving.

The Collaborator
I was gonna say that you are no, you do not lack joy. I can tell that right now. You have plenty of joy and energy and excitement. So let’s let’s dive into it. Larry. Yeah. Is sales a team sport?

Larry Long Jr
Come on now. Come on. Now you don’t ask me questions. You already know the answer to shoot. I’m batting leadoff. But teamwork makes the dream work. Yes. It’s definitely a team sport. I mean, if if you’re out there, and you’re trying to do sales as a solo, I think they call it a lone ranger. Can you have success? For sure. I’ve seen it. But is it going to be successful for the entire organization, head to the NA, actually lone wolves from my experience, they drag down the organization if you’re just looking out for me, I call me monsters. mee, mee, mee, mee, mee, and you’re laughing because we’ve all worked with them. We’ve all worked with them, and I play games with them. And if you haven’t, you better take a look in the mirror because it might be you.

The Collaborator
And you man. Hey, Matt know you’re absolutely right. But so many people don’t think about the ramifications of you know, just sort of going to the loan 20 years ago, you probably could do it more often and more successfully. But nowadays, there’s so many people involved in the buying processes, so many people that need to get involved from your side, how can you inspire that kind of teamwork and collaboration? I know you’re not doing it with a baseball bat. I know you have better ideas. And now

Larry Long Jr
I care. I carry the big step. But you you got it in your background collaboration, and it’s really creating an environment. And it starts from the top. I mean, it’s just like anything else. It really starts with true leadership, to create and cultivate an environment of true collaboration of true teamwork of a we’re going to work together that’s just the way that we do it. And it’s not it’s it’s got to be an explicit really intentional mindset and purposeful, hey, this is how we roll if you’re not if you’re not on the same page, and we’re not all rowing in the same direction. I wish you all the best but don’t let the door hits it where the good Lord splinter you got to go. It’s kind of like your red sox home. I went to modern league spring training back in 2001 with the Dodgers and the Red Sox and they make the big they made the biggest mistake in their organization’s history by telling me Hey, Larry, thank you for coming out. God bless you. And good night.

The Collaborator
Love it. I love them. Tell me how we’ll hire P. Will that? Yeah. Because to me, everybody, everybody’s perfect in the interview? Well, I’ve seen some pretty lousy interviews, and I’m sure you have to, but most people are usually on their best behavior. And they give you back what you want to hear, how do you know you’re actually hiring somebody who’s going to fit into that mold? Not to simply be like everybody else, because we don’t want that either. But somebody who’s going to be truly a team, collaborator, you know, to help the organization move forward. How do you find that?

Larry Long Jr
Yeah, it’s so tough. And like you said, it’s kind of like dating, everyone brings their representative to the first day into the interview. And then when stuff gets real, it’s like, Whoa,

The Collaborator
who is this 30 years that I can attest that I was charming. 29 years and a half ago. It disappears, though, in the last 29 and a half minutes.

Larry Long Jr
So the best way, I think the best indicator of future success of future teamwork is past teamwork. So I’m a big believer in telling me about a time when you had to work with a cross collaborative, a cross functional team, what was the challenge? What was the situation? I think they call it the star system? What was the situation or task? What was the action that you took? What did you actually do? Not? What do you think about what did you dream up? And I’m a stickler. What did you do? I need action. I need verbs. I can’t even spell ver, but I need actions that you took. And then I need to know the result. I think they call that the star superstar. So essentially, hey, john, tell me about a time when you and the team were faced with the challenge. What did y’all do? What What did you do? What did the team do? And what was the result? Hey, let me ask you this. What did you learn? what went well? We’ll call those the pluses. Where were some areas of opportunity? We’re calling them deltas. What would you do differently? If you were faced with that again? Now I’m digging deep into your brain. And you can’t you can’t find that. Unless, if you’re a BS, sir. Oh, it stinks. I can smell it from a mile away. It stinks. Oh, even a tic tac Oh, you got to go.

The Collaborator
Damn, I was gonna put on my best cologne or tic tac toe to win and I was gonna be good. When you bring up so many good things. You mean, you remind us right at the beginning, Larry, it’s got to come from the top. You got to kind of hire that that roll in. But let me ask you this. Can you teach it? Cuz I’m always I don’t believe you can. But I’m wrong about 37 times a day. So I’m curious about what you think? Can you actually teach somebody to become collaborative and to work in that environment?

Larry Long Jr
Hey, john, I got your beat. I’m wrong about 55 times a day. So I got to be I know if you can teach it, but I think that most people have it within them. And I mean, it’s, it’s one of those things where, yes, we all have to look out for our needs, we have to look out for that person in the mirror. But the most successful people really have an abundance mindset, a caring a giving mindset. And if you don’t have it naturally, but it’s somewhere deep inside, I think the right environment can bring it out in you win when everyone is doing that. But there are some people that just they just they’ll never get it. And and I don’t know, to my detriment. I take chances. I’m a gambler. There’s folks where they’ve been on the line, and I’ve been burned some times. And my wife says, You’re You’re too nice. You knew that it wasn’t gonna work out. But there’s been some times where they were on the line, and it worked out splendidly. So it’s one of those where I’m going to Vegas in July. Sometimes you got to flip the coin. Sometimes you got to just say, Oh, no, whammies No, whammies

The Collaborator
you got to play sometimes.

Unknown Speaker
That’s right.

The Collaborator
I do think it’s hard, though. I think it’s so hard. But I love the fact that you’re talking about something that I think is so important. Give people a chance, make sure they understand their shortcomings, what’s expected of them, and shortcomings in the sense of how to be successful in this environment, not not as a human being overall, but just how to be successful. How do we how do we incentivize it though? You know, how do we incentivize salespeople not to be lone wolves and incentivize the rest of the organization to support them?

Larry Long Jr
Yeah, well, I mean, I don’t know the easy way and everyone can say this compensation that the paycheck, people work for money. That’s the easy way. But But I’m a big believer that you’ve got to put on your thinking cap and get innovative. So the last organism And then I was at, we essentially we had team goals. Okay, I feel your Red Sox. All right. All right. We had team goals were the SDRs they got rewarded on everyone hitting the team goals, even though we had a collegiate department. We had a professional department actually, the Red Sox were one of our clients. Essentially, the collegian department was cheering on the pro department because they knew that if the pro department one we want as well, financially, I love I love it, but but also you want to hire people. It’s kind of like in team sports. And baseball is the ultimate. It’s a team sport made up of many individuals. And I talked with him I used to own a baseball Academy. I talked to a guy that played minor league ball, and he said, I don’t like the aspect of people are rooting against you. People on your own team are rooting for you to have a bad outing. They’re rooting for you to get hurt, because that’s the way that they progress. It’s like hey, if the big leaguer if if, let’s say Jeter, I know you probably cringe at that name, but let’s say Jeter is is there, there’s no way I can get there unless he gets hurt, or unless he goes in a terrible slump. I’m I’m stuck in AAA, I get so so please get heard. Please have a bad streak. So I get the opportunity. He said he hated that. But what he said is the best organizations find a way the leaders, the manager, the coaches, the captains, they find a way to instill that, hey, you can win while we all win and we should be encouraging. It’s really that abundance mindset versus kind of the crabs in the barrel where I’ve got to pull someone down in order for me to get up. Hey, let’s all hashtag be winning together.

The Collaborator
I like that. But I will say Jeter mad respect for Jeter as a professional but I was the child that watched the New York Yankees hit that. What was that? That extra game back in 7677? And to Derrick FNX No, not Derek. Bucky effin dead. You know, I was not in love with Bucky dead back then. So I’m with you on that. Oh, that was painful, man. That was painful. Hey, you know, tell me this. What does good look like? Then? How do we know we’re building an organization? And it’s not just numbers. It’s not just that we happen to hit our numbers a couple of quarters? What does good look like? And what does it feel like to?

Larry Long Jr
Yeah, so here goes and and i don’t i don’t have all the answers. But this is just my this is my point of view. When I managed my sales teams, I had three goals number one, hit numbers that that’s that’s our mission is to hit our numbers. So it’s not all about the numbers. But that is important. That’s how we that’s how I keep the lights on in La Casa de la number to grow and learn my people have to be growing and learning. I have to be growing and learning. And we measure it because what what gets measured gets paid attention to so just like you’ve got scorecards and templates, when you’re scouting baseball players, basketball players, football players, we had five tools, your knowledge on the company, the industry or industries, the product, the tools and resources and your selling skills were yet you got to start off at a foundational level. But what are you doing every quarter to step your game up? Russell Westbrook averaged a triple double three seasons in a row. Hey, Russell, I need you to work on your defense. You’re not in Houston anymore. You’re with the wizards or as I like to call them the buzzards. Let’s work on that defense. Come on. Now. Let’s step our game up. It’s the same thing for sales professionals. If you think about it, sales is one of the only industries where there’s not a continuing education requirement. Your doctor, your dentist, your CPA, your lawyer, they have CPE that they have to do for sales. We’re just scot free. No, you got to take it upon yourself. And the organization is responsible. But I’m not gonna put that responsibility in anyone’s hands but myself, because I’m a true professional. I’m a true entrepreneur. I get paid by the company. But I’m running Larry long Jr, LLC. Let’s get it.

The Collaborator
I love it. Man. Let me ask you this. My head’s exploding here from all of your energy coming at me and that setting in that amazing chair? What What did we talk about? What did we talk about here, Larry that we should have covered that you want to leave the audience with beyond the buzzards and Derek Jeter because you’re breaking my heart here, man.

Larry Long Jr
There’s two things. I think there’s a big opportunity area, I’m not gonna call them Miss. But there’s a big opportunity area for us to sew into and grow our leaders. So many times the leaders are the top rep who was able to put up numbers, but they’re not true leaders and I think leadership can be taught and there’s certain core basic fundamentals that we need to teach our leaders. The second part and I just touched on it before Is the intentionality of owning your business. And it’s a mindset. So many people that work for an organization. My organization didn’t give me training. Well, you’re the CEO of your company. You’re the CEO of John Moore Incorporated. What did you do to seek out training? That is the question, what are you doing now? What are you thinking? But what are you doing to advance your professional career and if you’re not doing anything, shame on you, so I I hate to shame people. I don’t like the point of people. But I think those are two opportunity areas for us all to up level and have a good time.

The Collaborator
There you are a true superstar, my friend. You are a true superstar all the way through and I love you, and I gotta say that thank you so much for sharing all this tips, all this wisdom, and go out and have a great day and Larry long Jr. LLC. They appreciate the time it takes one to know one. Take care, man. All right.