Wednesday, May 26, 2004
Time out of Field
What is "time out of the field?" At the end of the quarter, sales people resist anything that takes them out of the field. But to know what that is requires a better definition of "in the field." Clearly face-to-face meetings are "in the field." Same for writing a proposal and providing techincal support.
What about thinking about the customers business issues? Reading analyst reports, Modeling the market? Writing a blog? Assessing ROI on BDF? Judging customer competencies?
Seems to me that many companies do not really know what they are paying their reps to do. May 14th's post in this blog identifies several different roles for a rep. None are inherently good or bad, although some have more value add than others. Sales effectiveness comes from rewarding the desired behavior.
Scott Karren, The Channel Pro
The Channel Pro
0 comments
What is "time out of the field?" At the end of the quarter, sales people resist anything that takes them out of the field. But to know what that is requires a better definition of "in the field." Clearly face-to-face meetings are "in the field." Same for writing a proposal and providing techincal support.
What about thinking about the customers business issues? Reading analyst reports, Modeling the market? Writing a blog? Assessing ROI on BDF? Judging customer competencies?
Seems to me that many companies do not really know what they are paying their reps to do. May 14th's post in this blog identifies several different roles for a rep. None are inherently good or bad, although some have more value add than others. Sales effectiveness comes from rewarding the desired behavior.
Scott Karren, The Channel Pro
The Channel Pro
0 comments
Comments:
Post a Comment
