Are Field Sales People The Most Powerful Force In The Industry?

I overheard a field sales person 'educating' a dealer. He explained to him that P-Iris stood for peripheral iris and that it gave the vision of a cat. The dealer was really appreciative of this comically wrong explanation.

My point here is not that sales people are idiots. Many sales people are very knowledgeable. Indeed, that was definitely the worst of the conversations heard.

But, for better or worse, field sales people have enormous influence. Just in the US, just for video surveillance manufacturers, there has to be a few thousand of them, and these people are the most likely to be out in front of both integrators and large end users.

What do you think about the power of field sales people? And what can be done to help them?

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** ********?

* ***** ***** ****** *** *** ***** ** ****** ******** that *** ************ ** ******, ********** **** ******* ************** ***** the ****, *** ***** *** **** *****.

*************, * **** **** ******* ******* ** *****. * ******* it **** **** **** *** *******.

* ***** *** ********* ***** ***** ***** **** *** **** is ***** ***** ****** "******* ****" ** "* ***** ** time". ***** ********* ***** ****** ***** **** **** ******** *****/********** the *******. **** **** * ******* *** *** ******* *** understand ** ****** ** **** ** *** *********** *****. **** shows ** ***** ** *** ******** *** ** **** **** confident ** *** ***** ******'* ********** ** ******* ** ***** hype.

***** ** *** ***** * **** **** ** ********** *********: With *** ***** * ********* ******* **** *** ** *** field *** * ****** ***** ** ******* **********. **** *** gripe *** **** ******* ************. *******, *** ********* ***** ***** gain **** **** **** ** **********. **'* * *** ****** to *** "** ****** **** **** ** ******* ** ******* that ******" ***** **** **** ****** ****** * ****** *** a ****** ***** *** ***** ******* ******* ******** **********. **** we *** ****, ******** ***** *** *** **** ******** *****, shop ********, *** ******* ******* ***** **. **'* * *** like ** ******* ** "********** ****".

** ****** ***, *** **** ********* **** *** * ** P-Iris ***** ***?

*** ** **, ** ***** ***, "*'* *** **** **** it ****** ***, *** **** ** **** ** ****...". ****'* ok, *** ** ***** *** **** * ****** **** ************, even ** ** *** **** **** ******** **** *********.

*********** ***'* **** * *** ** ******, ** **** ****** much **** ** *** **** **** **** **********.

**** **** **** *** *** ****** **** ****** ** ******* in *** ****** ** ***** *********. * ******* ******** ***** have ******* "************ ****" ** "********** ****", **** ***** ***** have ****** ** **** ****** ****.

***, **** ** ************** ******** ****** ********** ** **** * cat (******) **** ** *****.

*** ***** ****** ****** *** ******** ** *** ******** **** sell, *** *** *** ********* * ******* **** **** ***'* have ** ************* ** *** ******. * *** *** ***** guy *** * ***** ********** *** ** **** ***** *** about * ***** ***. **** ************* ** * ***** ***** for ******** *** *** *****. ****** **** **** **** ***'** selling, *** **** **** *** *** ******.

***** **** *** *****? * ***** *** **** ***** *******/**** are **** ******** ** **** ******** ******* **** (**) *** the ******* ** *********** ** ******** ************, ********, ******, *** etc. *** ******* *****, ** **** ******* (*** ** ** opinion), ** **** *****'* * *** ** ****** **** ***'* ever ***** ** ***** **** *********, ** **** ***!!!

* **** ****** * ********** *** ***** *** (** * distributor ******* ***) **** ******'* ** *** ****** **** ** changing *** ** ******* ** ***** ****** ** ***** *** scheme ** ***** ***...** **** ***** ** ** ********* ** for ***!?! ******** ** ***, *** ******** ***** ** *** recommendations ** ** ******* *****.

**** *** ****,

** *** "****", ****'* ***** *** "**************", *** ******* ******** "Reputation"...let's ** *** **** *** **** ******* *** *** **** cut ******! **** **** ****!

(**** *****)

**** **** ************* **** **'* *** *** *** *********** ********** brains ** *** ************. **** **** ****** ** *** ***** and **** *+*=*.

****** * *** ** **** **** * ****** ***** *** many ***'* *** ******* ******** ******** **** **** ***** ****** day. *** **** *** **** ******* ** ** ****** *** a **** *** ***** / **** **** *** ********* ******'* get ** ** ****.

**** **** *** **. **** **** ***'* ****** ******** *** Managers.

* ***** * ****** **** ***** ******** **** *** ***** at **** ********* ****** *** ***** ** **** *********** *** powerful **** * ***** ***. *** ***** ***-*** ***** **** is * ****** **** ************ ***** ***** *** **** * really **** ***** ********. *** ***** ***** **** *** *** be ** ******** ** ****** **** *********. ** ****** ********** pricing. * ***** ** *** **** **** ********* ** *** technical ***** ** *** *******.

**** **** ****** ** **** ********...."** *******."

**** ** *** **** ** *********** (************, **********, *********** ***** three **** *****) *** ** ***** ******* ** **** ******* sales *** ********* ******.

*** ***** ** ***:

  1. ************ ***** ***: ***** ***** ******* ****, *** ****** ******* context ** *** ** ****** ******* ***********.
  2. ********** ***** ***: ***** **** * ******* ********* ******* ******* upon **** **** **** ** **** (********) *** ***** ** understand ******** *********.
  3. *********** ***** ***.: ***** **** *** ***** ** **** *** technical ****** ** ******** * ***** *** **** * ************ to ***** ****.

****** ***** *** **** **** ** *** ** ***** ******. Getting **** "*******" ** ***** *** ********* ******-***** **** ****** knowledge-is ***.

* ***** ***** ***** **** *** **** *********. ***** *** the **** ******** ***** ** *** ******** *** * **** that **** ********* ******** *** ****** **** ****** ***** ****** and **** * **** ** *** *****. ****** * ****-** face ************ ***** *** **** ******* *** **** ***** ***** problem ** **** ******** **** ****** **** ***********. **** ***** people **** ****** *** ****** ****, *** **** ******** **** the *** **** ** **** ** ***** ****** ***** ******* them * ****.

** **, *** **-****** ***** ** **** ********** ***** * field ***** ****** ** **** *********. ** ***** *** * chance ** ** ****** *** ******** *** *** ***** "****** and *****". ** ****** ******** *** ** **********, *** ** keeps ** ******** **** ** ********* ***** ***'* * *** side ******.

* ***** *** ** *** ******** **** **** ***** "*** Most ******** ***** ** *** ********" ** * *** ******** for ***** ****** ***** *****

"****** * ****-** **** ************ ***** *** **** ******* *** help ***** ***** ******* ** **** ******** **** ****** **** attachments"...

******** ****, "******* ******* ***** ********* ** ****". *** **** technical ******* ************** **** ******* ** ** *** ***** ***** them. **** ** **** *********** *** ***** *** **** ******** way ** ******* **** *******.

** *****'* ****** ********* ***** ***********, *** ** *** **** of ********* ***-**** ***********, "*******" ** ** ****** **** *******.

** *** * ***** *** ************ **** ******* **** *** only *** ** ************ ******* *** ******* *** ******* *** manufacturers ** ** ******* *** **** ********* *** *** **** sales ******* ** ********, *** "***** **** *** ***', *** to **** **** ** **** *** ******* *** ****.

** ******* *** ***** ****** (*** ******) ** ****** *** dealer/installer ************* ******* *** ******** ******* ** ******** ** *** manufacturers. ******* **** ** (******** ** *********) *** *********** *** install *** ******* **** **** ***** *** ** ******* *** available *********. ***** ** ** *** ********** ******* ********* *******, our **** ** ** ** *** ****** ******* *** *******, consultants, *** *** *********.

** ****** ********* *** ***** ***** ** *** *******, *** price, *** ******** *** *** ******, ****, **** *** **** comments ********* ** **** *****, ** ******* **** ** ** more ********* **** **** ** **** ** *** *** ******* with * ********* ***** ******, ** ****** * *******.

#*, **** ********!

** *** * ***** *** ************ **** ******* **** *** only *** ** ************ ******* *** ******* *** ******* *** manufacturers ** ** ******* *** **** ********* *** *** **** sales ******* ** ********

** **** *****'* ********, **** ** *** ****** / ******** does *** **** *** ********** ******* ******** *** ********** *** sales *******?

*** ********* **** ***** *********** ******** ** **** *** **** be ******** ** *******. ** ********, *** ******* *** *** anything. ******* ** **** ******** **** ***.

** ******** - *** ** *** **** ** *** ********** customer **** **** ******* ** *** *******'* ********* ****** ** your **** ******* ********* *******?

********* **** ******.

**** ***'* "*****" *** ********.

**** ***'* "*****" *** ********.

* ** ***** **** ********* **** ****** *** ************ *** it *** ***** ***** ***** ** ** * *** ** customers **** *** **** **** ***** ** ***** * ********* salesman **** ** **** ******** ****** *-**** ****** *** ********** or **** ***** ***** ***********, ***.

** *** ************ *** *********, *** *** *********** ********* * direct ********, *.*. "**** **** *** * ** *-**** ***** for?", ** *** ** *** ** ***** **********, ****-** ******* salespeople **** ** ***** ** ***** **** **** ***** *** up ** *** ******* ** **** ** ****?

*** ******** *** *** ***** ***** *-****, *** *********** *** just ******* *** ******* ********** ** ******** ** ***.

** ****** ** **** ** *** **** ** *** *********** sizing **** ****** ** ** ***** ******** ** ** *** the *********** *** **** ** **************.

** ** **********, ***** ********* **** **** **** **** *** via ******, ******* ****, ***. ****'** *** *** ***********/** ***** same ********* (********** ********* **** ******** ******** ******* ** *** product) *** ******* ***** *******. ** *** ***********/**'* ******* ** these ********* ***** **** *** ******'* *** ******** ***/** ****** opinions, *** ****** **** **** ***** **** **** **** ******* to ******* *********, **** ** ***** ******* *** ******* *****.

**** ** **** ** *** "***" ** ******* **** *** are ***** ******* *******, ******** *** ** ***** ******** *** questions ******** **** **** ***'* ***** ***, ** **** **** truly ***'* **** ****** **** ***** ** ***** *** ******.

******** ***** *** *** ********** ******* **** *******. ** *** customer ***** **** **** * ***** ****** **** *** **** concerns ***** *********** ** ****** ********, ****** ******/*** *******, ********* and ******* ********* *** ** *****. **** ***** *** *** not **** ***** ******* *** ****** ******* *** ****** ******** interpreting ******** ****** ** * *** **** ***** ** ****** to **** ****/********, *** **** ****** ** **** ** ******, or * ************** *** *** **** ********* ********.

* ***** **** ***** ***** ****** ** ***** * ********** amount ** *********, *** *** **** ** ***** * **** easily.

**** ** ** ***** *****!