- October 22, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One sales manager indicated that he had a salesperson who wasn’t motivated by money but was motivated by providing great customer service and making people happy. I told him that I was certain that he could not possibly be describing his best salesperson and, after a moment of consideration, he completely agreed. I went on to tell him that this person wasn’t truly a salesperson, was probably not bringing in new business and probably belonged in customer service. He said he didn’t have a customer service department and I told him he did now!
How do you know whether you have the right salespeople in the right roles? Evaluate your sales force and find out.
(c) Copyright 2005 Objective Management Group, Inc.
