Thursday, September 04, 2003
ARTICLE: The 'Pro' in Channel Account Profiling
Excerpt from an Article on Channel Ventures.com
Sales people never like requirements for information about their accounts. They understand that some account information is needed by the corporation and may admit that managers have a need to know some specifics. Over the last 15 years as we have worked with over 10,000 sales people, we hear the same refrain. “We have to spend out time selling, not filling out forms.” “Our accounts are private; they will never share this kind of information.” “My account’s main issues are discount and price.”
All of these excuses indicate that the sales reps are still flunking Sales 101.
When they say that the information is irrelevant, that it takes too long to collect, or that it is a waste for their valuable time, they are demonstrating that they do not yet understand the real reason for profiles. Most account reps still incorrectly assume that the data in the profile is for corporate marketing or sales management. ...
The full article is posted on channel ventures at http://www.channelventures.com/articles/accountpro.html
UPDATE: A VP of channels opines in e mail that he struggles with how to control his destiny while selling 100% through the channel. The difficulty is keeping the sales organization from becoming an expensive support organization versus a true sales organization.
Scott@ChannelVentures.com
Excerpt from an Article on Channel Ventures.com
Sales people never like requirements for information about their accounts. They understand that some account information is needed by the corporation and may admit that managers have a need to know some specifics. Over the last 15 years as we have worked with over 10,000 sales people, we hear the same refrain. “We have to spend out time selling, not filling out forms.” “Our accounts are private; they will never share this kind of information.” “My account’s main issues are discount and price.”
All of these excuses indicate that the sales reps are still flunking Sales 101.
When they say that the information is irrelevant, that it takes too long to collect, or that it is a waste for their valuable time, they are demonstrating that they do not yet understand the real reason for profiles. Most account reps still incorrectly assume that the data in the profile is for corporate marketing or sales management. ...
The full article is posted on channel ventures at http://www.channelventures.com/articles/accountpro.html
UPDATE: A VP of channels opines in e mail that he struggles with how to control his destiny while selling 100% through the channel. The difficulty is keeping the sales organization from becoming an expensive support organization versus a true sales organization.
Scott@ChannelVentures.com
