From ManageSmarter.com: • Blended jobs. These are jobs where the salesperson is doing two or more dissimilar selling tasks. Sales specialization improves performance. • Corrupted jobs. Decontaminate jobs that are degraded with non-selling tasks such as “fetch and get” after-the-sale customer service duties. • Account ownership confusion. While necessary, the effective use of global account managers, national account managers and overlay specialists requires explicit account ownership protocols. The ownership confusion bullet catches my eye in that we have a customer that is working through this problem. They have a major account manager who has a tendency to swoop into territories covered by local sales reps. The major account manager often… Read More
Continue ReadingThe Value Of Flexibility
We’ve been focusing on retention recently as the present job market has forced this issue. One point to note is that retention topics show up during the offer stage of hiring new salespeople. The items the candidate values are often the ones in which they engage the hiring company. Forbes.com’s How To Keep Your Employees Happy offers this: Interestingly, throwing money at staffers isn’t always the answer. Neither is throwing a party every few months. Having fun at work and creating a cohesive team is just one element. The most successful companies also realize flexibility, values, career development and providing meaningful experiences are also important elements to minimizing turnover. The… Read More
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