I just came across Russ Lombardo’s blog, Sales Guru Online, where he shares some good sales and customer service nuggets. I agree with much of what Russ says, however, his most recent post, Sales People Must Be Directed, challenged my thinking a little.
“We observe far too many sales people "doing their own thing" and determining how they will best attack their assigned territories. In too many cases, there is little or no organization, limited calls being made on prospects and too much time being spent in the "comfort zone" of existing customers.”
I understand that there are some people who simply go AWOL on the job description, but at the same time I believe that people have a method to their own madness. It’s good to have standards set, however, people should be given that time with existing customers because ultimately they are the bread and butter of your company.
Just my two cents.
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