Most sales teams function like golf or swim teams—a group of individuals pursuing personal commissions that are later aggregated. This is unlike interdependent teams like basketball. Leaders must recognize this structure to connect effectively, starting with the individual, not the group.

To overcome 'Main Character Syndrome,' salespeople must shift their role from hero (Luke Skywalker) to trusted guide (Yoda). The prospect is the hero of the story. The salesperson's job is not to be the star, but to be the wise advisor who helps the hero navigate their challenges and achieve success.

A key "aha moment" was realizing the goal is to be seen not as an outside seller, but as a contributing member of the client's own team. This mindset shifts the relationship from transactional to a collaborative partnership focused on shared success, fundamentally changing the sales dynamic.

Elite salespeople understand that closing deals requires a team. They actively cultivate advocates within their own company—in operations, support, and finance—by treating them well and recognizing their contributions. This internal support system is critical for smooth deal execution and ensures they can deliver on client promises.

In a collaborative sales environment, a candidate's ability to be a good teammate is more valuable than their contact list. A difficult personality with a great rolodex can harm team productivity, whereas a collaborative person can be supported in building their own network.

During interviews, listen for how candidates describe their successes. Top performers who lead through collaboration naturally talk in terms of 'we' and credit their team. Those who constantly say 'I' often lack the collaborative skills needed for modern enterprise sales.

Insecure reps often avoid involving their own executives, fearing it makes them look weak. In contrast, top performers demonstrate confidence by strategically bringing in their leadership (even the CEO) to help close major deals. This is a sign of strategic maturity, not a weakness to be hidden.

Salespeople often focus on being 'coachable' (receptive to feedback). A more powerful trait is humility—the proactive asking for help and recognition that success is a team effort. Humility unlocks collaboration and support, getting you further, faster than simply being open to advice.

Junior reps can leverage their inexperience by approaching lower-level employees with a humble "Teach me" or "Help me understand" posture. This disarms prospects, turning a sales pitch into a collaborative learning session that builds rapport and extracts valuable internal intelligence for later use.