I love playing offense, both on the soccer field and in sales. But as much as I enjoy making the big plays, I know it would be game over without my team.
Think about it. If everyone on a soccer team is a forward, then you will get a lot of goals scored on you. Conversely, if everyone is a defender, you are not going to score many goals. A successful team is balanced, with each player in a specific role, playing to his or her strengths.
It’s the same way at work. Every project we do involves sales, project management, and research. It would be virtually impossible for one person to do everything, let alone do it all well.
When we work collaboratively as a team, though, we become virtually unstoppable. We bring diverse perspectives to the project, and our individual experiences and expertise are amplified. Score one for the client!
So let me tell you about our team:
Positions
Sales: This is my wheelhouse, and where I bring the most value. Big picture, I market the company, sell projects, and bring in revenue. Or in simpler terms, I talk to people. I find out what they need, and then offer our solutions to help them.
Think: Extrovert and solutions oriented
Project Management: The goal here is to fulfill what we promised and bring it in on time and on budget.
Think: Organized and detail oriented
Research: This requires a deep understanding of human psychology and market research tools, and the ability to enjoy spending hours and hours deep in the weeds.
Think: Curious and science oriented
These three skill sets are critical. While I understand the different positions, I only own one. And I am happy to defer to my teammates when they are best suited to take the lead.
It’s kind of like understanding that Messi, Ronaldo, and even Joey Barton (as much as it pains me to say it) are better soccer players than I will ever be. There is no shame in that statement. Just mad respect.
Practice
When we start a new project, everyone is involved long before our kickoff meeting with the client. We review the proposal, ask questions, and make suggestions based on our area of expertise.
We trust each other enough to challenge each other, and we are always trying to come up with ways to make things better. This “pre-game practice,” if you will, provides a continuity throughout the project. It has also led to a lot of wins and a great history of success.
Score!
For example, a client recently came to me with what seemed like a viable proposal. We are more than capable of doing what they asked, and I was ready to say yes. Still, I deferred to our research director since he is the expert in that role.
He listened attentively to the client’s proposed solution, and then offered some valuable insights and a new, more impactful solution.
Here is a play-by-play of what happened:
Go team!
Recap
When you play ball with The Olinger Group, you will see different people take the lead, as necessary. That’s because we have the right people in the right positions, and we respect and defer to their expertise.
It also means you will meet the entire team and get a front-row seat to some amazing plays.
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