This topic contains 3 replies, has 2 voices, and was last updated by Giri Fox 4 days, 3 hours ago.
March 10, 2018 at 12:14 pm #31801
Sales is not about personal relationships Salespeople (and other folks who should know better) accept it as a given that sales is all about personal r
[See the full post at: Mistruths, salespeople’s personal relationships and crashing the schedule]March 13, 2018 at 6:15 am #31831
Spot-on analysis. I’ve watched this happen in real time in different environments. Sales gets away with this due to the cache that the Big Dogs often acquire when they were helping to build the company up to what it is today. Not to mention the tendency of Salespeople to make statements like, “They’ll never order anything again” when they feel threatened.March 13, 2018 at 9:49 am #31835
Thank you, Jaycen!March 18, 2018 at 1:55 pm #31880
Hey Justin, I agree with this is largely true “salespeople’s personal relationships add value to the extent that the organization is operationally dysfunctional”, and that sales people act as organisational bandages. They shouldn’t of course.
Agreed also with the point about major account management, because the buying process involves 5+ stakeholders all of whom are likely to be judging the selling organisation through the veil put up by the salesperson. The end-users would receive the service directly, but often the buyer-stakeholders are distanced enough that the salesperson becomes a proxy for the selling organisation.