The "Role" Of An RSM In The Manufacturer World

So RSM normally defines Regional SALES Manager, correct? I will preface this with, I don't think they (manufacturers) all fall in this category......BUT a great majority does.

The term "sale", and plural for specifically "sales" is defined by the exchange of commodity for money; the ACTION of selling something. Synonyms commonly being "deal" or "transaction".

I will start off by saying this term when developing a role for your company should be hired that way. As an integrator, it would be practical to our organization (hopefully I'm not the only one) if the philosophy of a Regional "SALES" Manager was to actually fulfill the "SALES" portion of your title. Is it just me, or is it too much to expect the following from each respective manufacturers Regional SALES Managers:

1. Your stupid "auto-response" is getting really old. I'm almost thinking its starting to be included in your welcome kit when you start for the said manufacturer. If you ARE going to use the "auto-response" feature, it would be great if you actually responded once you got back from your vacation, numerous tropical SALES events (of course I'm jealous), etc.

2. If I am selling your direct competitor, it's not because I don't like your product, it's because I NEVER SEE YOU. When I do see or hear from you, it's the quarterly call asking if I'm going to get those last big orders in before your quarter ends. I promise, I cuss you every time this happens.

3. If you come into town to see a customer that I brought you, and I'm not included in the meeting....there's a bit of an issue.

4. While you're setting up your auto-response, click on the calendar tab and actually set meetings a couple weeks in advance, not a couple days.

4a. While you set up those meetings with integrator that sell your product, and the existing customers that buy it, set some meetings with some potential end users, consultants, etc. THIS IS PART OF THE "SALES" PART.

5. When you have an integrator that is your TOP 2 or 3 in a region(we hold a couple lines with that title), maybe throw him/her some of those leads from 4a above. We actually like receiving a lead (not from BidSync or Isqft) once or twice a year if possible. ANOTHER "SALES" PART.

6. We do like to know from time to time when new products come out, special discounted hardware, etc as well. I don't want to see the mass email your company sends out, I want you to come by and show me how I'm going to make some money selling/implementing it.

7. If you are a new "RSM" coming by to meet me and my team, go ahead and schedule your next visit asap. I don't want the next time I see you to be your new introduction in the new RSM role a year later. If so, I'll be calling bullshit on the same old, "I'm going to make a difference here....blah blah blah".

I guess I could go on and on, but my bitching meter went over. I apologize. Here's my point : BE a Regional Sales Manager and sell something every once in a while in being in that position. Quit getting caught up in issues and problems that need to be DIRECTED TO YOUR TEAM. That's why you cannot get caught up in emails! Or just maybe define the "Sales" portion of your title and go sell something. Even if it's once a week. Remember, there's always a sale being made...either you're selling someone your product, or they're selling you on a reason they don't want it. As of now, I see your role as RCSM or Regional "Customer Service" Manager.

This is coming from a sales person to date grossing over $3M in sales from Jan, and 95% of our work is negotiated. Yes I am boasting, coffee is for closers right?!

Thanks IPVM for my forum to bitch today.

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