IPVM integrator survey results showed what integrators most like and dislike about manufacturer salespeople. At the top of the list was proactive help, quick responses, informative reps and sharing leads.
However, manufacturers seem to prioritize / reward different, if not opposing priorities.
In most sales organizations I have seen, the 'alpha dog' / 'top guy' is the salesperson who lands whales. You land the biggest account of the year or the history of the company, and everyone praises you and you get looked at as the best.
Ironically, though, integrators, manufacturer's core customers, not only don't care about this, they actively stated their unhappiness with reps who focs on whales.
What do you think? Should manufacturer focus more on servicing / supporting their existing customers or should the greatest incentives go to the 'big game' hunters?