Building Teamwork Between Sales and Engineering

Mark Philion, VP of Sales, Bellcomb

“A growing personality conflict between our engineers and salespeople threatened our ability to execute our sales plan. Reaching for larger, more complex sales made it imperative for Sales and engineering to work together during the sales process. With the explicit goal of improving communications and working relationships among these key groups, we looked to SGS for help.”

Danita came through with DISC, a tool that reveals behavioral style. Under her guidance, everyone completed an assessment. She facilitated a workshop in which participants learned how to interpret results and the impact of different styles on communication and relationships.

“Danita helped us unmask the elephant in the room, making everyone feel comfortable about the different styles. She led an energizing discussion and facilitated exercises that helped everyone learn how to work more effectively by adapting their style. We learned how to approach each style and what landmines to avoid. In one afternoon, we took the DISC from theoretical to real-world application.”

“The results are transformational. We’ve dramatically reduced friction and built empathy between our salespeople and engineers, which has smoothed out the ruffles and enhanced our sales process. The salespeople gained a double advantage, because they can apply the principles to their customer and prospect relationships.”