Think Process. Team building isn't something you do once and forget about. Salespeople should recognise the need to invest in building confidence with all of the members of the organisation with whom they will need to partner as team members.

Make Every Minute Count. It’s not necessary to take the “troops” for a two-day survival skills course ahead of launching the team effort. Quick, fun and interactive activities can be just as effective as a way to introduce new concepts and pull the team together.

Set Goals. Be clear on what you're after and what each member of the team is expected to contribute. Too often team work fails because members of the team aren’t quite certain about what they are expected to do and, the value of their individual contribution. Setting goals and ensuring that everyone knows what they will contribute to the whole keeps focus and sustains motivation to working as a unit.

Choose People Strategically. Many salespeople pick teams based on personal likes and dislikes. Important as it is that team members get on personally, it is critical that each member of the team has a strategic role to play. Passengers and “nice-guys” are great ways to find work for friends, but never the best in delivery.

Focus on ROI. If the team cannot add value to the sales activity – reducing time, increasing effectiveness or adding value to the solution offered to the buyer – don’t have a team. Expensive time is wasted. And customers don’t see this as caring, they see it as a needless waste that is used to justify higher prices.