Working As A Team 2 are Better Than 1

Jeff Ross President

For a variety of reasons, many of our Partners do have a formal program for working with other Partners. Some of those reasons include:

Complementary skill sets. Some teams have individual Partners focus on new sales, while another Partner may focus on project management.

Back-up when not available. In a profession where much of your value is availability to your customer, having someone else be able to field a request could be critical. Many Partners work in teams whereby they have their main account focus, but also are available as a back-up when their “partner” is not available.

Doubling your chances to be liked & 2 sets of ears. For those of us who have been in sales a long time, you know that not everyone will always like you. Sometimes, typically because of “chemistry”, we may not be a good match for a customer. In these cases, Partners that work together can have their peer be the main representative. Furthermore, even the best of listeners can sometimes miss things. For important calls, having someone you trust with you to be a part of the solution you provide increases your chances of understanding, persuasion, and ultimately being successful.

A Partner “team” may be for reason(s) above, or it may be due to the future work plan of an existing Partner. For the past few years, the management team at Indoff has been encouraging those Partners who may be thinking about cutting back their workload or thinking about future retirement to consider the mentee program. As such, we’ve slowly been formalizing this program as we’ve learned what seems to work best. At Indoff, the Partner program has always been about freedom: being able to sell what you want, to who you want, the way you want, at the price you want. This freedom also extends to working with whom you want. We do not mandate any of these considerations, but rather want to offer ideas, learned best practices, and even incentive as to why you may want to consider it.