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ISOs must work with sales teams

September 23, 2011

Managing staff can often be a difficult balance of enforcing rules while also giving employees freedom to perform their jobs.

Managing staff can often be a difficult balance of enforcing rules while also giving employees freedom to perform their jobs. When it comes to meetings between independent service organizations and sales people, both parties should bring their own unique perspectives to the table and find the best ways to implement merchant services, according to experts.

In a recent interview with ISO & Agent Weekly, Greg Leos, vice president of payment-partner programs for Trustwave, said that ISOs should be flexible when meeting with sales staff and be open to different approaches.

He notes that it’s important to allow people to perform their jobs in ways that they are comfortable with.

“It can be de-motivating when you insist they be exactly like you,” Leos told the news source. “There are a variety of ways to get to that goal. They may not be on the same road you choose.”

In another article in the same publication, writer Ed McKinley says that while the majority of ISOs are focused on customers, they should also look at business-to-business and business-to-government payment gateways.  

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