Best & Worst Manufacturer Salespeople

What manufacturers were rated the worst? Which the best?

What do integrators want from their manufacturer salespeople? What offends them the most?

New IPVM survey results of 100+ integrators answer these questions inside, including:

• The 3 most polarizing manufacturer sales teams
• The 4 key positive traits that integrators repeated
• The 4 fatal negative characteristics that integrators bemoaned
• The 2 up and coming manufacturers with strong results
• The 2 incumbent manufacturers with weak results

*** * *** ****** ** *** sales ****** ***** ****:

• ************
• ********
• ****** ****
• ********

*** * ****** ****** ** **** salespeople ****:

• *********
• **********
• *************
• ***** *****

Bad ***** ******

*************, *** ******** ** **** ** examples ** '*** *** ** ** a **** ********'. ****'* * ***** breaking **** *** ****** ******* *** behaviors ** **** ***********:



************: *** **** ****** ********* ** also *** ** *** **** *****. Bad *********** ** *** ******* **** called ** *** ****. **** ** the **** ****** ***** ******** ******* this ****:

• "** *** ** ******* **** *** *** our *********, ******* **** ** *** field **** ***** ***** *******."
• "**** *** #^#$ **** *** *** they **** ********* ***** ****** *** magically *********."
• "**** **** ******* ***** ****** ***** organization; *** **** ** ******* ** communications"
• "**** ** *******. ** ******* ** many ********* *********. ******* *** **** to *** ***********."
• "**** **** **** ** ******* **** ** emails *** ****** **********."
• "** *** ********** ******* **** *** information. ****** ********** ** *** ***** material (********* ***)."
• "***** ***** ***** ****** **** ** be *** **** ** ***** ** an ***** ** ****** ***** ******."

********: ******* *********** ******* **** *********** **** is ******* ******** ********* ** ***** own ********. **** *** ***** **** ** product ******* ******* ** ***********, *** knowing ****** ** * ******** ******* in *** ***** ******** *****:

• "***** **** ** *** ************* ** ***** own *******, *** **** ***'* ****** **** to **** ******."
• "[**** ***] ***** *** **** **** ****** knowledge ***** ***** *** ******** *** even **** ***** ****** ******* *** leaders."
• "**** ***'* **** ** **** ***** own ******** *** ********** ********* ************* issues."
• "***** **** **** ***'* **** **** they *** ******* *****. **** **** products **** ***'* ****, **** ** bugs *** ****** *** **** **** like ****** *** ** ***** ******** request."
• "*** ***** ***** *** *** ****** knowledge ***** ***** ******** ******** *** doesn't ********** ***** ********* *****."
• "*** ***** ****** ** *** ********* is *****, *****'* **** *** ******* and *****'* **** *** ** *** the ******* **** *** *******."

****** ****: ***** *********** **** *** ********** in ********* *** ********. ******* ******** note **** *** ********** ******* ****** they *** ******* ** * *** sale ** ****** *** ******* ** earn *********:

• "*** ***** ******* ******* ** **** us ***** * *** *******. ** wasn't **** ******* ** ********** ******** distributors. ** ******** ****** **** **** for * **** ***** *** *** when ** ****** ** ******* ******* later ** *** ************** *** *** ***** ** ******** requests."
• "****** ******* * *** *** ********* enough ******* *** **** **** *********** cut ** *** **** ***** ****** portal *** ** ****** ******* ** my *******."
• "******* ** ****, ****** * ***** project."
• "*** ********** ** **** *** **** big *****."
• "***** ***** ** ******* ******* ******* often ***** ** *** **** ** genuine ******** *****."
• "********* ** *****. **** **** ********** in *** *************. ***** ******* ******** this ** ****."

********: **** ** *** ** ***, **** salespeople ****** ** ******** ** *********** when **** *****.  **** ****** **** questions ******* *******, ** ********* ***** direct ************* ********* **** * ****** or ******* ******** ***** ***** ********.

• "**** **** ******** ***** ****** ***** * product ***** ****'* **** **** **** technology."
• "**** ******* ***** ** **** ******* attitude. **** **** *** *** **** up *** ** *** **** '** would ** ******' ****** ** ***** come ***."
• "***** ******** ***** ******* ** ******* and **** *******."
• "*** *** **** ********, ****** ***** tag *** ***** *** **** ** me.  ** ****, ***** **** *** mine."
• "**** ***** ****'** **** ****** **** listening, ***** **** ****** ***** ***** going **** ********."
• "***** **** *** ********** *** ************ or ***** *************, ***** ** **** emphasis ** ********** ***-**** ***-** ******* respecting *** ****** *******."

Good ***** ******

** *** ***** ****, ***** *** a *** ************** *************** ** **** salespeople. *** ***** ***** ******* *** common ****** **** *********** ** ****** respondents:



*********: *** **** ****** ******** ***** salespeople *********** ** ****** *********** ** winning *** ******** **** ***** *******'* products.  ******* ** ** **** ******** in *********, ******** ** *** ********, or **** ******* ******* ***********, *** best ******** ** ** ******* ******* to ** ***** *****:

• "** *** **** ***** ** ********* to ***** ** ** *** ********, send ** ******* ***** *****/******* *****. He *** *** ******** *** ** easily *******, ** * **** * technical ********."
• "**** ******** ***** ***** ***** **** *** users **********; *** ********* *** *** dealers ****** ***** *** *******, *** help ******* **** **** **** ******."
• "** **** * ***** *** *** works ** ******* ******** *** ***** opportunities."
• "**** **** ** ******* ** ***** latest ************."
• "***** ******** *** **********."
• "******* ** ******** ************* *** **** good."
• "**** *** ******* **** ****** *** ***-***** support ***** ** ************* **** ******* on ****** *************."

**********: ********, ** *********** *** *********, they *** ****** ** ********* ***** or ******. **** *** ********* ***** questions, *** ********** ** *** ****** question **** ** ***** ***** ******** is *********:

• "**** ****** **** ** *****, ***** responses *** *****. ** *** ***** and ****** ******* ** ** *******."
• "** *** ** *****, ****** ******* my ***** ******** ****** *** **** or ***** * **** ** **** he *** **** **** **. ** he ****** *** ** ** ******* enough ** *** *** ** *** inside ***** ******* ** ** **** care ** ********."
• "****** ********* ********** *** ******* ** being * ******* *** **** * salesman *********** **** ** *****'* ****** have *** **** ******** *** ** willing ** **** **** **** ********."
• "**** **** ******** ********* ** ******** for **** ************ *********."
• "**** ******* ******* ** **************"
• " *** ***** *** ** **** ********** to ***** *** **** ******* *********. He **** ***** ***** ***** **** to ***** **."
• "**** **** * ******* ******** ** application, **** ******* *********** **** ******** and ********* ************."

*************: **** *********** ********** **** **** are ******* *** *** **** ** convey ***** ***** ******** *** **** asked. *** **** ** ******* ********* valued, *** ******* ****** ************* *** market ******** *** ********* ** ****:

• "**** *** *************, ***** ** **** us *** *** ******* ***** ****** to **** ****."
• "*** **** **** ***** *** ******* their ******* ***** ******* ******** *** with ***** ********* ** ********."
• "***** *********** *** ******* *********** *** market ********, *** *** ******* ********** in * ******, ************ ***."
• "**** ***** ************** **** ** ******** **********/****** ** specifications. **** **** **** ********* ******** and **** ** ***** ********* ** us."
• "*** *********** **** * **** **** knowledge ** *** ******* *** **** the ******* ***** ** **** ** if **** ** *** **** *** answers."
• "**** *** ****** ** ** **** trained *** *** ****** "*****-****" ** terms ** ***** ******* *** **** the ***** *** ***** ********."

***** *****: ******* ********* **** ** ***** **** when ************* ***** **** ***** ** new ******** ** *********, ** **** them *****. ******* ** ***** ******* in ** ****, *** **** ******** others ** ** *** **** ** a ************** *****:

• "**** ******* ** ** ***** ***** **** and ******* *****."
• "** *** ***** **** *** *** regularly ** *** ** ********."
• "**** ** *** *** **** ** bring ** *** ********* ** * ****** way."
• "***** ******* ********* ****** **** *** inquiries ** **"
• "* *** ***** ******* ** ***** new ************* *********."

Strong *** ********* - ********

*********** *** **** ****** ******** ***** Avigilon's ***** ****. ****** **** ***** them *** ****** **** **** ********* or **** ******** **** *** ****** to ***** **** ****.

*******, ******, ** * *:* *****, integrators ****** ******** (***** ** **) choose **** ** *** ****.

**** *** **** ** *** **** passionate ********* ********** *********:

• "******** ***** ******* ********* ****** **** and ********* ** **. ******* ** pursuing ************* *** **** ****."
• "******** ******** ******, **** ***** ** sales *********** **********, ***** **** *** users ** *** ******** *** ****** meat ** *** *****. **** **** from ******* *** ** *** ****** to ****** ***** *** **** *******. Everyone ** ** *** ***** ** working *** *** *******."
• "********. **** ******* ******* ** **************; schedule ***** ***** ***** **** *** users **********; *** ********* *** *** dealers ****** ***** *** *******; *** help ******* **** **** **** ******."
• "******** - **** *** ********** ** developing ***** *** ***** *** ******** them ** ** ** **** ** very ***** ** ******* *** *** own ******** ***** *** ********. * have ********* * ********* ****** ** place ** ****** **."

***, ** *** **** ****, *** negative:

• "******** - ****** ******* *** * ways ** **** *****"
• "** **** ******* ** *** ******** rep *** *** ****- **** ** had ** ***********, ** **** **** that **'* **** ** ******** ******* another ****** ** ******* ******- ** couldn't ** **** ******** ********. ** was ****** ** ******* *** ******** dealers ** *** **** ******* *** whole ***** *** **** *** ***** for **... *** ******** ** ** he ******'* *** ** **. ** walked ****."
• "******** - ****** ******* * *** not ********* ****** ******* *** **** they *********** *** ** *** **** their ****** ****** *** ** ****** respond ** ** *******."
• "**** **** ******* *** ***** *******."

*** *** / *** *** ******** is ****, ** **** *** ****** a ******, **** **** ********* ******* support ****.

Strong *** ********* - ****

** * *:* *****, *********** ****** **** (***** of **) ****** **** ** *** best. 

*** *** ***** ** ******** *** 'always', *** ******* ** ****** ** Axis:

• "**** *** ****** *********, *************, ***** to **** ** *** *** ******* great ****** ** **** ****."
• "*** **** ** **** **** ****** follow ******* **** ***** ******* *** you ***'* **** ** "***" **** for ******-**."
• "****** ******* ** ****....****** ******* ** get *** **** *** **** ...**** less *** **** **** **** **** other ************."
• "****** **** ** *****, ***** ********* are *****. ** *** ***** *** always ******* ** ** *******. ******* the **** **** ** **** **** less ******** **** **** **** ***** manufacturers, ***** *** ** ****** ******** every **** ** ****** **** ******** with ** ******* ******* *******, ******** attitude *** ***** ******."
• "*** **** ***** ***** **** ****** get **** ** ***. ** **** a *** *****, *** **** ****** return **** ***** ***/** ***** ****."

*** ******** **** ******* ** **** with **** ** ********* ** ********:

• "*********** ******** **** *** ********* **** trained. ********* ************* ***** ** ****** since ********* ** *** *** ******** is **** ****, * *** **** the ******* **** ****** **** *** or ***."
• "**** ** **** **************."
• "***** *** **** **** ****** ********* about ***** *** ********."
• "**'** **** **** **** *** **** than ***** ***** *** ** **** learned *** **** ** *** ***** rep * ****** ****** ***, *** they've ***** ****** ** ******* **."
• "********* ** *****. **** **** ********** in *** *************. ***** ******* ******** this ** ****."

*** ****, ***** ******* ** ********** challenging ***** ***** ******* ~**,*** ******* base.

Split *** ********* - *********

*********** **** ***** **** *** ****** about ********* **** * ******** *** 7 ********.

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

• "** **** * ***** *** *** works ** ******* ******** *** ***** opportunities."
• "** ********* *** ** *****, ****** returns ** ***** ******** ****** *** hour ** ***** * **** ** when ** *** **** **** **. If ** ****** *** ** ** quickly ****** ** *** *** ** his ****** ***** ******* ** ** take **** ** ********."
• "*** ***** *** ** **** ********** to ***** *** **** ******* *********. He **** ***** ***** ***** **** to ***** **." 
• "***** **** **** *** ******* ** go *** ***** **** ** **** me **** * **** **."
• "** ******** *** ****** **** **** to **** ******** ***** *** ************* available. ** ************ **** ******* ** necessary."

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

• "**** ****** *** *** ***** **** in ********* *** ***'* **** **** anything *** ***."
• "*********: **** **** ***********?!?!"
• "** *** ****** ** *****, ** have * ***** ** ***** ****** who *** **** ****** ** *** sales ******* ***** **** **** ****** in ****************************."
• "********* ** *** ** **** ***'* hear **** *** **** **** ** the ****."
• "***** ***** ***** ****** **** ** be *** **** ** ***** ** an ***** ** ****** ***** ******."

Strong - *********

********* *** * **** ***** *** no ***** *****. *********** ************ ******* their ******* *** *********. **** *** a ********* ** ***** ********:

• "*** ***** *** ** ********* *******, responsive *** ***********. ** *** * tech ****** ** **** **** ***** so ** ***** *** ************ **** of *** ********. ** ***** ******* with *** ************ ** ****** ******** inventory ** ********* ** *** ***********'* warehouses."
• "**** ****** *** *****, (*******) *** stay ****** ******** **** *** ****** projects, **** ******* *** ********* ***********."
• "**********, **** ** **** ***** ********* to *** ********, **** **** *******, provided ******* ** *** **********, ********** knowledgeable *** **** ** ******* ** what ** *** **** ******* *** the ********."
• "* *** ********* ********* **** ***** @ *********. ***** * ****** **** he ** **** *************."
• "************** **** ***** ** ********* ** train ** ** *** ********, **** us ******* ***** *****/******* *****. ** and *** ******** *** ** ****** reached, ** * **** * ********* question **** *** ********* ****** ** questions (*** ********** **** *** ***** people **** ** **** ** **** support) ** **** ***'* **** *** answer **** *** *** ** ****** from ***** *********** ********** ****** *******."
• "**** ******** ** ********** *** *** wanting ** ********* *** ***** ************ through ************ ********."

Strong - *******

******* *** * **** ***** *** no ***** ****. *********** ********** ***** proactiveness *** **************, ********* ******** ****:

• "***** ****** *** ********* *** ***********, and **** *********** **** ** ******** exceptions/equals ** ************** *** *******. **** show **** ********* ******** *** **** in ***** ********* ** **."
• "*******. ******** ** ** *** **** any ******** ** ****** ***, ***** rep *** **** *******. ** **** to *** ** ** ******. ** answered *** ** ** ********* ** person *** ** * **** ****** fashion ******* *****. ****** ******** **** supplied ** ********. * **** ***** had ** ***** *** *** ********. Thorough, ******** *** ************."
• ******* - **** ** *** **** can ** **** ** **** *** sales *******.
• *******. ******* *** *** *** *** just * ***** ****. ****** ** out ** ***** *** ** ******* us *** *** *********.

Weak - *********

** *** ***** ****, ********* *** 7 ***** **** *** **** *** best, **** *** ***** ***************/ ***************:

• "**** **** *** ***** *****. ********** focused ***** **** ***'* ***** ********, can't ****** ****** *********, *** ***'* mobilize *** ******* ********** **** ******."
• "******** ********* ***** ****** **** ** visit *-* ***** * ****, *** we *****'* **** *** *** *** since ** **** ******* *** ***** ago. **** *******, ********* *** ********* delayed, *** ***** ******** ***** *** own ******* **** *** *** ** arrogance ***** *** (******** ** * belief **** ********* **** *** **** imagers, **** ******* ******* *** ******** that ** *** **** ***. ***** years *** **** *** **** **** true, *** **** **** **** **** little ** ****** ***** ****** **** since. ***, **** *** ****** *** are ****** ** **** **** **** tech *******. ** **** ******* *** spend **** **** ******* ** **** from >$********/**** ** **** ***** $****/****."
• "***** ************** ***** ***** ******** ******* direct *** *** *****. *** ********** ** * ****** ******** ***** and *** ** **** **** **** our ***."

Weak - *****

*** ******** ****** ******* ************, *** not ** * **** ***, *** Lenel, **** *** **** *** ***** worst **********. ********* ********:

• "***** **** ** **** *** **** sales ******, *** **** **** *** worst. ** ********, ***** ** *** run ** ****** ** ******** ******, who **** ****** ** ** ********."
• "***** **** ** *** ************* ** Facility ********* (***** ** * **** they *********) *** **** ***'* ****** seam ** **** ******."
• "*****. ********* *** ********** ** ******* with ****** ***** **** *** ****** few."
• "*****: **** *** **** ******* ****** **** to ***** *** ***** *****."