The 75% vs 57% Team Dichotomy: Your Team's role in Winning or Losing

When managing sales teams, we know the numbers tell a story. Industry insights suggest that around 75% of wins are driven by one key factor: the team. But the flip side is just as powerful—57% of losses are also due to the team. After coaching 248 pursuits with a 71% win rate, I’ve seen firsthand how team dynamics can make or break success.

So, what’s the secret? It’s all about emotional connection. In sales, interactions with the client are more than just a pitch; it’s about building trust, rapport, and a “likeability factor” that makes the client want to engage further. Much like a first date, you want the client to “fall in love” with your team, creating a sense of trust and leaving them eager for more conversation around your product or service offering.

💡 𝗪𝗵𝗮𝘁 𝘁𝗼 𝘁𝗵𝗶𝗻𝗸 𝗮𝗯𝗼𝘂𝘁:

•   How much attention do you give to preparing your team for these interactions?

•   Do you know each person’s role, and have you designed the experience to foster that essential client connection?

In a world focused on numbers, elevating the human element is what sets top-performing teams apart. Take time to assess your team-building strategy. Who’s on the team, and what unique role does each person play in sparking that connection? Are they prepared to build a relationship that feels genuine and lasting?

Mastering this art of connection doesn’t just improve the odds of closing a deal—it defines your team's reputation and sets a foundation for future success.

If you’re ready to make emotional connection a core part of your team’s strategy, let’s connect! How are you preparing your team to build that “fall in love” factor with clients? Comment below, or reach out directly—I’d love to discuss how elevating team dynamics can drive success for you and your clients.