“I’ve got a guy.”

That was one of the key messages of a sales training event I visited recently. The new sales consultants were supposed to realize they didn’t need to know everything about the services they were providing – they had plenty of other “experts” to support various parts of the deal. It’s a lot easier to sell when you don’t have to know everything yourself.

Which leads me to ask the question: whose “guy” (or gal) are you? And do they know it?

Here’s why it matters: