Brian Taylor
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Teaming Up
In times like we are experiencing today, the need for teamwork is only accentuated - no matter the endeavor. Whether it is the alignment of supplier and distributor, distributor and dentist, or distributor rep and service rep, the results of a mutually aligned team will pay dividends. In this issue, among other stories, we highlight the value of the role of service techs in developing and strengthening the total customer relationship. (See “Hand in Hand,” p. 12) It is an often overlooked, yet important relationship that can have an impact on a company’s and individual sales rep’s business.
Too often, we forget as salespeople that we are supported by a host of services that enable us to succeed. These support services are sometimes taken for granted, and I suggest that one does so with great caution. The teamwork that characterizes most successful organizations combines a skillful interdependence of a variety of services. When working smoothly, it appears seamless to those involved. But too often, we forget who the members of our team are and sometimes find out the hard way how important they are.
Many years ago, I was traveling back from a meeting in Colorado in the winter and was checking my bags curbside (this was way before the $25 per bag charges we see today). As I was doing so, a stretch limo screeched to the curb and a tall Texan in a Stetson hat and his rather attractive and bejeweled wife/girlfriend jumped out. He barked at the bag checkers that he was late and demanded prompt attention to the six or eight bags they needed checked to Dallas (not to mention the two pair of skis). The two handlers responded quickly to the orders they received. When the Texan hurried off without as much as a dollar tip to the baggage handlers, I watched the fun begin. They were obviously a little more than insulted and began tagging each of the pieces of luggage with a different destination, none of which included Dallas. I chuckled to myself and learned a valuable lesson that has stayed with me since. You see, for just a few moments, those baggage handlers were part of “Team Texans”. The only ones who forgot to realize that were the ones who owned those bags.
So no matter where you are, never forget to consider who your teammates are today and who they may be tomorrow!
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