Top Partnering Traits

As more and more inside sales organizations go after the SMB market, the ability to effectively partner with internal field, SE, channel partners is becoming more important. Although most inside sales team members are quota bearing, they must partner in different ways than just sharing a deal. The customer expects an educated and synergetic sales team approaching them for deals of $200K and above.

I find the inside sales rep is usually in control of creating, managing and communicating with partners. They must learn about their partners and have a discussion to articulate goals and expectations on opportunities. The days are long gone where partners expected the inside team member to act as a glorified admen. Now the inside team member has a lot more power in the territory and should drive all deals. Their ability to develop strong partnerships will reflect in the revenues you can generate in their territory.

Here are the top 15 traits that make you a desirable partner:

1. Attitude
2. Enthusiasm
3. Assertiveness
4. Self-confidence
5. Aggressiveness
6. Follow-up
7. Drive
8. Flexibility
9. Persistence
10. Judgment
11. Stability
12. Dependability
13. Sense of urgency
14. Imagination
15. Appearance