Walk Like a Giant, Sell Like a Madman

3.1. Choosing a Partner

The first and perhaps most important step in developing in a partnership consists of picking the right partner. Teaming up with someone in sales is probably best, because another salesperson is likely to be more aware of what you are trying to accomplish and the challenges you are facing. Two salespeople are also more likely to be able to share techniques and strategies. When looking for a partner, try to find someone who:

• Is a salesperson, preferably in the same or a related industry

• Believes in goal setting and planning

• Is supportive

• Is able to offer positive criticism

• Is at or slightly above your level of success

• Is someone you like and respect and who likes and respects you

Avoid choosing a partner who is a client or customer, even if you have a productive relationship with that person. The partnership could result in mixing personal matters with business and harm your client/provider relationship. Also avoid partnering with sales-people you may be competing against. You don't want to put yourself in a situation in which you reveal a vulnerability to someone who could potentially use it against you. If you work on a sales team with team members who are mutually supportive, partnering with fellow team members could be the ideal situation.