Setting Boundaries & Expectations (More Important Than In Sex)

That’s right, I said it. Not only because it’s true, but also because, well you’re here, aren’t you? Following Step 1: Build a Territory Plan Together and Step 2: Establish a Communication Channel & Contact Cadence, this is the third and final installment of How To Build A #Badass Sales Dream Team. To achieve sales partner alignment to the point where you deserve #dreamteam status, it is equally if not more important, to set clear-cut boundaries and expectations for one another. Here’s the good news: if you’ve made it this far in the process, your sales partner not only wants the territory to succeed as much as you do, they’ve invested the time and vision that it takes to plan your way to crushing quota too. work-life-balanceEstablish Work/Life Balance

That being said, you should both train yourselves to be able to set an aggressive yet reasonable to-do list for each day, so that you can accomplish everything. Include a few reach action items, so that you’re never idle during your work hours because you also have to be able to shut it off. If you aren’t able to prepare and enjoy healthy meals, exercise, and/or spend time with your family, it will be impossible to be optimized on the job. You have to make time to take care of yourself so that you can kill it at work. Don’t forget to ask your sales partner about what’s important to them off the job. What are their motivations to succeed? What hobby or degree are they working on? Who lives in their household? Where is their next vacation? It truly is better and easier to work together with someone if you have a camaraderie or at least an understanding of each other’s inspiration crush goal this year with you.

Habitual Line StepperAgree Upon a Set of Boundaries

So, where do these boundaries come in? With your partner, discuss when it isn’t appropriate to call and how to get urgent messages across instead, what is and isn’t urgent, and certain tasks, if any, that you won’t do. (I have seen outside reps, often the senior partners, overstep their bounds by thinking of their internal as a personal assistant.) I also think it’s necessary to offer a safe zone. If an issue arises – a client doesn’t treat the internal with respect, a line has been crossed and you’re made uncomfortable, you see an iceberg that may impact the current sales strategy – don’t be afraid to speak up. An open dialogue and a peer relationship are vital to any working partnership. If there is a line drawn in the sand, it’s easier to define and deal with issues if and when they arise.

Unrealistic ExpectationsSet REALISTIC Expectations

Don’t forget when you’re setting the boundaries and expectations, that territory success and achieving #dreamteam status takes a lot of creative thinking and flexibility. Very few ventures have one iteration. Keep learning from your successes and failures and evolve. There are, however, a few basic promises that you must honor to each other. This list of expectations is entirely  up to you but here are a few suggestions. If you call or reach out to me, even if I’m not available right then and there, I will get back to you ASAP. I will send you a wrap-up every day and we will speak on the phone at these times. I will work my ass off every day. And so on. These are not guarantees of closing $xx amount of business a day or anything unreasonable. These are promises that will keep the relationship and communication healthy.

The state of your sales team can be the magic bullet or the downfall of your ability to hit your number. This series, How To Build A #Badass Sales Dream Team is designed to get your team on the same page, working together, and provide a step-by-step guide to achieve that. Align yourself with your sales partner, create a game plan for success together, and get to work! Year-end is just around the corner, but don’t worry, it’s never too late if you’re ready to grind!


Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.