Harmony in music is the sweet sound of two or more notes that go perfectly well with each other.
You can usually tell pretty quick if two notes are harmonized well or not.
Oddly enough, it’s the same with our sales efforts.
When your sales team is in harmony, you and everyone else you work with will notice, and the same is true if you’re out of sync and clashing.
Dissection of the Barber Shop Quartet
While all music is harmonized (with a few exceptions), one of the most recognizably harmonized forms is the famous barber shop quartet.
A perfect barber shop quartet involves 4 members, each with a mastery of one tone level, whether it be a base, baritone, or tenor.
Each one is able to find a note different from the one sung in the melody to have 4 notes in perfect unison.
Those extraneous, but harmonious, notes are what hold the melody up and give it absolute flavor.
And together, those 4 parts make up a much greater whole than just the one-note-at-a-time melody.
The Symphonic Sounds of Synchronized Sales
This type of synchronous harmony is exactly what your sales team needs in order to find success.
First, you need a common mission statement, goals, procedures, and CRM software.
Once you have that established, you’re ready to teaching the team to sing the tune.
Training is a huge part of making a solid harmony. Barber shop quartets certainly couldn’t do what they do without hours upon hours of practice, music theory, experience, and doing their homework on other music out there.
Your sales team should do the same.
You should hold practice rounds. It’s something that I personally detest (even though I love acting) but I’ve come to love and respect them for how they are able to get you in and out of sticky situations and, thus, prepared for the experiences ahead (somewhat).
Your team should be studying about sales technique and learning about what other sales teams are doing.
And your team should be putting their money where their mouth is and gaining experience in the “real world” of sales.
Practice makes perfect, and some of the best practice is in the field.
But after all is said and done, it’s not all said and done.
A good barber shop member won’t rest on his laurels (Laurel & Hardy reference, right there).
A grand part of harmonizing your sales is when your sales team shares their experiences and what they’ve learned to gather a giant base of data to work from in order to make new decisions on how to improve your sales and harmony.
Only when you learn the tune, establish your parts, synchronize your voices, and work in unison, will you be able to sing the sales harmony all night long.