Do Manufacturers Wrongly Prioritize Their Sales Team?

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?

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* ***** *** *** *** ****'* ******** *********. **'* **** sales ****** *** ****** ********* ** *** ************ **** ******** by ***** ********** *** **** ** ***** ****** ******* *** then ***** *** ******** ****** *** **********. *** ******* ********* they **** ** **** ** **** ** ***'* ****** **** by *** ***********. **'* **** ** ****** ***-***** *** **** support *** ******* ** *** **** ** "********** ****" ** "providing **** ***** *******" *** **** **** **** **** ***** results. **'* * **** ****. ******* *** *********** ***** ****** and ******* ******* ******** ******* ** ****** ************ ** * new ******** *********** **** ***** **** **** **** **** *** business ** ********* ** ******* ** ***** **** ** ***** they **** **** ****** ** ****** *** ******* *** ********** they ***. ********* *** ******** *** ***** **** **** **** are ***** * *********** **** ***** **** *** ******** *********** beyond **** ****** **. ********** *** ********* ****** *********** *** they *** ****** ** ***** **********. **** **** **** ******* and **** **** ****** ******** **** **** ***'* **** ****** new ******* **** ***** **** **** ****. ***, * **** known *****. **** **** **** * **** **** ********** *** news *** ***'* **** ** * ***** ** **** *** that **** **** **** **** (******) **** ******** *** ****** aren't * **** ***. *** ************ ******** *** ********* *** a ************ **** ***** *** ********** ******** *** **** **** with ******. ** ** **** ** **** * ***** **** but ******* ******** ** ****** **** **** ** ******** ********** and * **** ****** ******* ****** *** * **** ** trying.

"******* *** *********** ***** ****** *** ******* ******* ******** ******* is ****** ************ ** * *** ******** *********** **** ***** they **** **** **** *** ******** ** ********* ** ******* by ***** **** ** ***** **** **** **** ****** ** skills *** ******* *** ********** **** ***."

*, **** *****. ** *** **** **** ********* ******** ** be '*******' ****?

"** *** **** ** **********, ***** ** * ******** ******* what ******* ***** *** **** ******** ****."

****** ****

****** **** - *** **** ****

*** *********/********* ********** ***** ****** ** ******* **********. *********** ****** to "****** ***** ******" (****** ******) ** *********** *** *** parties ********.

*** **** ** *** **** ** *** ***** ********** ****** always **** * ******* *** **** **** **. ***** ** less ** * ********* *** **** ** * ******** **** effect. ****'** ************* ********* ** ** **** **** **** *** would ******** ** ** **** ** *** *** *** ****.

****** *** **** ** ** *******, *********, ** ******* *** the ***** ***** ***** ***, ****** ******, ** ****** ******* down *** ****. *** ********* ********** ** ***** ***'* ****** to **** **** ********* ** *****.

*** ****** ** **** ******** **** ******* *** **** *** manufacturer *** *** ******** ***. *** * ******* ***** ***** manufacturer *** "*****" ** *** ********, ***** *** * *** manufacturer **** * ****** ****, *** *** **** ** *** "whale". **********, *** ************'* *** (******/******* ***** ** *** ****) is *********** *** ********** *** ************'* ***** ** *** ******** degree ********.

** ******* *** ********** * *** ********, *** ******* ***** manufacturer (** ************ ******* **** ******* *******) ********* *** ******* through *** ******* (******** ********) ******** ****** **** ***** *********. By ***** **, **** *** ******* *** ***** **** ******** total ***** ** *** ******* *********. *** ******** (******) ***** to **** *****, *** ** ***** *** *** ***** ***** available **** *** ************.

** ******* * *** ***** ** ** *** ****, *** VMS ************ (** *** ******* **** ******* *******) ** ******** his ******* ******** **** *** ******** ********* ***** ******. **** rep ********* ******** *** *******, ******* ** **** **** ** the *****, ************ *** ******* *******, *** ************ *** ****** from *** *** ********** ******* ** *** ******. *******, **** the ********* ** ****-******* *** **** **** *** ***** *********, the *** ****** *** ******* **** ** ******** *** ******** of ***** **** ******* ***** *** *****.

* ***** ********** ******, ** ****** ** *** ***** *************, is * **** *** *** *** **** *** ** *** job ****. * ***** *** **** ** * **** **** the *** *** ****** **** **** ***** **** ****.

"*** * ******* ***** ***** ************ *** "*****" ** *** customer, ***** *** * *** ************ **** * ****** ****, the *** **** ** *** "*****"."

****, ****'* * **** ***************. ******! * ***** ****** *** VMS ************* *** ** * ******* ******** ****. ****** ************ even **** ******* **** ***** ********* **** *** *** ********* of **** ** ********* ** ******* ** ****.

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

"*** [***] *** ****** *** ******* **** ** ******** *** majority ** ***** **** ******* ***** *** *****."

* ***** **** ***, ****** * ***** **** ** **** of *** ******* **** ****** ******** ******* ***** ************* *** integrators.

***** ******* *** ******* *** *** ********* ***** ********* *** different (****** *******) *********, *** ****** ******* ** ********* ** two ********* ******. *** ******* ** ****** ***** ****** ****** of ***** * ***** ****** *** ***.

* ***** **** *. **** ***** ****** ********** *** *****. Ari ** ******* *** **** ***** ******* ****** ******* ** some ***** ** *** ************** ** **********. ** **** *'* point, **** *** ******* *** ****** ********* ** ******** *** sales *****, ********, *** (*** ******* *******) ** ** *** (Busineas ********** *******), *** (******** ******* *******), *** (******** ***** manager). **** ******* **** ********* ********** *** **** *** *********** hunter *****, *******.

**********, ******, ***********, ************'* **** *********, *** **** ***'* **** about ****, **** ******** ****** ***** *********** **** **** *** focs ** ******.

** ***** ** ***** ****-**** ******, ******* *********** ***** **** xtra ******** ** ***** *** ********* ********, *** ******* **** to **** ****** ********** *** ****** ******, *** **** ********, whether: *** *** ***'* **** **** **** ** ****** *** friends ** ********. [**********]

** ** ********** ******* *** * ************ **** **** ********** rep *****, * **** **** **** ***** **** **** *** factory ****** ****** ******** ** *** ***** ******* *** *** the *********** **** ****** **** ** *** *** ** *** business ** *** ****** ***** (********* *** ******* ****** *********** when *********).

* ***** *** * ****** ************ ** ** ********** **** have ** *** * ****** ***** **** ****. **** ** not ** *** *** *********** **** ****** ***** ****, **** I'm ****** ** **** **** ************* **** ****** ******** ******* to ******** *********** ** *** ******* *** **** *********.

********** ** *** ***** *** ***** *** *** ************ *** drive **** ** ******* ** ***** *** ******* ******. ***** it ** **** *** *** *********** ***** *** ** ***** the *-** ****** **** ** * ********** *****, *** *** who ****** ***** **** ****** ** ***-**** ** ***** ** get *** ******** ** *** ****** ******* *** **** ** it **** ** *** *** *******: ** ****** ** * lot ** *****.

**** **** ***** *-** ****** ******* **** ** *** ****'* share ** *** ****** ******, *** *** ******* ***** ***** grab *** *********.