Best & Worst Manufacturer Salespeople

Author: Brian Rhodes, Published on Nov 10, 2014

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

**** ************* **** ***** *** *****? ***** *** ****?

**** ** *********** **** **** ***** ************ ***********? **** ******* them *** ****?

*** **** ****** ******* ** ***+ *********** ****** ***** ********* inside, *********:

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

[***************]

Traits **********

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

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

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

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

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

*************, *** ******** ** **** ** ******** ** '*** *** to ** * **** ********'. ****'* * ***** ******** **** the ****** ******* *** ********* ** **** ***********:

************: *** **** ****** ********* ** **** *** ** *** most *****. *** *********** ** *** ******* **** ****** ** for ****. **** ** *** **** ****** ***** ******** ******* this ****:

  • "** *** ** ******* **** *** *** *** *********, ******* **** do *** ***** **** ***** ***** *******."
  • "**** *** #^#$ **** *** *** **** **** ********* ***** phones *** ********* *********."
  • "**** **** ******* ***** ****** ***** ************; *** **** ** respond ** **************"
  • "**** ** *******. ** ******* ** **** ********* *********. ******* the **** ** *** ***********."
  • "**** **** **** ** ******* **** ** ****** *** ****** **********."
  • "** *** ********** ******* **** *** ***********. ****** ********** ** get ***** ******** (********* ***)."
  • "***** ***** ***** ****** **** ** ** *** **** ** reply ** ** ***** ** ****** ***** ******."

********: ******* *********** ******* **** *********** **** ** ******* ******** ********* of ***** *** ********. **** *** ***** **** ** ******* ******* falling ** ***********, *** ******* ****** ** * ******** ******* in *** ***** ******** *****:

  • "***** **** ** *** ************* ** ***** *** *******, *** **** ***'* really **** ** **** ******."
  • "[**** ***] ***** *** **** **** ****** ********* ***** ***** *** products *** **** **** ***** ****** ******* *** *******."
  • "**** ***'* **** ** **** ***** *** ******** *** ********** backwards ************* ******."
  • "***** **** **** ***'* **** **** **** *** ******* *****. They **** ******** **** ***'* ****, **** ** **** *** issues *** **** **** **** ****** *** ** ***** ******** request."
  • "*** ***** ***** *** *** ****** ********* ***** ***** ******** products *** *****'* ********** ***** ********* *****."
  • "*** ***** ****** ** *** ********* ** *****, *****'* **** the ******* *** *****'* **** *** ** *** *** ******* from *** *******."

****** ****: ***** *********** **** *** ********** ** ********* *** ********. Several ******** **** **** *** ********** ******* ****** **** *** working ** * *** **** ** ****** *** ******* ** earn *********:

  • "*** ***** ******* ******* ** **** ** ***** * *** project. ** ****'* **** ******* ** ********** ******** ************. ** received ****** **** **** *** * **** ***** *** *** when ** ****** ** ******* ******* ***** ** *** ************** *** *** ***** ** ******** ********."
  • "****** ******* * *** *** ********* ****** ******* *** **** they *********** *** ** *** **** ***** ****** ****** *** no ****** ******* ** ** *******."
  • "******* ** ****, ****** * ***** *******."
  • "*** ********** ** **** *** **** *** *****."
  • "***** ***** ** ******* ******* ******* ***** ***** ** *** face ** ******* ******** *****."
  • "********* ** *****. **** **** ********** ** *** *************. ***** pricing ******** **** ** ****."

********: **** ** *** ** ***, **** *********** ****** ** ******** of *********** **** **** *****.  **** ****** **** ********* ******* answers, ** ********* ***** ****** ************* ********* **** * ****** or ******* ******** ***** ***** ********.

  • "**** **** ******** ***** ****** ***** * ******* ***** ****'* **** pace **** **********."
  • "**** ******* ***** ** **** ******* ********. **** **** *** job **** ** *** ** *** **** '** ***** ** months' ****** ** ***** **** ***."
  • "***** ******** ***** ******* ** ******* *** **** *******."
  • "*** *** **** ********, ****** ***** *** *** ***** *** back ** **.  ** ****, ***** **** *** ****."
  • "**** ***** ****'** **** ****** **** *********, ***** **** ****** think ***** ***** **** ********."
  • "***** **** *** ********** *** ************ ** ***** *************, ***** is **** ******** ** ********** ***-**** ***-** ******* ********** *** dealer *******."

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

** *** ***** ****, ***** *** * *** ************** *************** of **** ***********. *** ***** ***** ******* *** ****** ****** most *********** ** ****** ***********:

*********: *** **** ****** ******** ***** *********** *********** ** ****** involvement ** ******* *** ******** **** ***** *******'* ********.  ******* it ** **** ******** ** *********, ******** ** *** ********, or **** ******* ******* ***********, *** **** ******** ** ** without ******* ** ** ***** *****:

  • "** *** **** ***** ** ********* ** ***** ** ** new ********, **** ** ******* ***** *****/******* *****. ** *** the ******** *** ** ****** *******, ** * **** * technical ********."
  • "**** ******** ***** ***** ***** **** *** ***** **********; *** ********* for *** ******* ****** ***** *** *******, *** **** ******* demo **** **** ******."
  • "** **** * ***** *** *** ***** ** ******* ******** and ***** *************."
  • "**** **** ** ******* ** ***** ****** ************."
  • "***** ******** *** **********."
  • "******* ** ******** ************* *** **** ****."
  • "**** *** ******* **** ****** *** ***-***** ******* ***** ** ************* when ******* ** ****** *************."

**********: ********, ** *********** *** *********, **** *** ****** ** returning ***** ** ******. **** *** ********* ***** *********, *** responders ** *** ****** ******** **** ** ***** ***** ******** is *********:

  • "**** ****** **** ** *****, ***** ********* *** *****. ** the ***** *** ****** ******* ** ** *******."
  • "** *** ** *****, ****** ******* ** ***** ******** ****** the **** ** ***** * **** ** **** ** *** talk **** **. ** ** ****** *** ** ** ******* enough ** *** *** ** *** ****** ***** ******* ** to **** **** ** ********."
  • "****** ********* ********** *** ******* ** ***** * ******* *** just * ******** *********** **** ** *****'* ****** **** *** best ******** *** ** ******* ** **** **** **** ********."
  • "**** **** ******** ********* ** ******** *** **** ************ *********."
  • "**** ******* ******* ** **************"
  • " *** ***** *** ** **** ********** ** ***** *** **** support *********. ** **** ***** ***** ***** **** ** ***** in."
  • "**** **** * ******* ******** ** ***********, **** ******* *********** with ******** *** ********* ************."

*************: **** *********** ********** **** **** *** ******* *** *** able ** ****** ***** ***** ******** *** **** *****. *** only ** ******* ********* ******, *** ******* ****** ************* *** market ******** *** ********* ** ****:

  • "**** *** *************, ***** ** **** ** *** *** ******* great ****** ** **** ****."
  • "*** **** **** ***** *** ******* ***** ******* ***** ******* blinding *** **** ***** ********* ** ********."
  • "***** *********** *** ******* *********** *** ****** ********, *** *** channel ********** ** * ******, ************ ***."
  • "**** ***** ************** **** ** ******** **********/****** ** **************. **** **** **** cognitive ******** *** **** ** ***** ********* ** **."
  • "*** *********** **** * **** **** ********* ** *** ******* and **** *** ******* ***** ** **** ** ** **** do *** **** *** *******."
  • "**** *** ****** ** ** **** ******* *** *** ****** "apple-like" ** ***** ** ***** ******* *** **** *** ***** and ***** ********."

***** *****: ******* ********* **** ** ***** **** **** ************* ***** **** leads ** *** ******** ** *********, ** **** **** *****. Instead ** ***** ******* ** ** ****, *** **** ******** others ** ** *** **** ** * ************** *****:

  • "**** ******* ** ** ***** ***** **** *** ******* *****."
  • "** *** ***** **** *** *** ********* ** *** ** projects."
  • "**** ** *** *** **** ** ***** ** *** ********* ** a ****** ***."
  • "***** ******* ********* ****** **** *** ********* ** **"
  • "* *** ***** ******* ** ***** *** ************* *********."

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

*********** *** **** ****** ******** ***** ********'* ***** ****. ****** they ***** **** *** ****** **** **** ********* ** **** bemoaned **** *** ****** ** ***** **** ****.

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

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

  • "******** ***** ******* ********* ****** **** *** ********* ** **. Support ** ******** ************* *** **** ****."
  • "******** ******** ******, **** ***** ** ***** *********** **********, ***** with *** ***** ** *** ******** *** ****** **** ** the *****. **** **** **** ******* *** ** *** ****** to ****** ***** *** **** *******. ******** ** ** *** chain ** ******* *** *** *******."
  • "********. **** ******* ******* ** **************; ******** ***** ***** ***** with *** ***** **********; *** ********* *** *** ******* ****** their *** *******; *** **** ******* **** **** **** ******."
  • "******** - **** *** ********** ** ********** ***** *** ***** and ******** **** ** ** ** **** ** **** ***** on ******* *** *** *** ******** ***** *** ********. * have ********* * ********* ****** ** ***** ** ****** **."

***, ** *** **** ****, *** ********:

  • "******** - ****** ******* *** * **** ** **** *****"
  • "** **** ******* ** *** ******** *** *** *** ****- when ** *** ** ***********, ** **** **** **** **'* have ** ******** ******* ******* ****** ** ******* ******- ** couldn't ** **** ******** ********. ** *** ****** ** ******* the ******** ******* ** *** **** ******* *** ***** ***** was **** *** ***** *** **... *** ******** ** ** he ******'* *** ** **. ** ****** ****."
  • "******** - ****** ******* * *** *** ********* ****** ******* for **** **** *********** *** ** *** **** ***** ****** portal *** ** ****** ******* ** ** *******."
  • "**** **** ******* *** ***** *******."

*** *** / *** *** ******** ** ****, ** **** are ****** * ******, **** **** ********* ******* ******* ****.

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

** * *:* *****, *********** ****** **** (***** ** **) ****** **** as *** ****. 

*** *** ***** ** ******** *** '******', *** ******* ** depend ** ****:

  • "**** *** ****** *********, *************, ***** ** **** ** *** and ******* ***** ****** ** **** ****."
  • "*** **** ** **** **** ****** ****** ******* **** ***** actions *** *** ***'* **** ** "***" **** *** ******-**."
  • "****** ******* ** ****....****** ******* ** *** *** **** *** need ...**** **** *** **** **** **** **** ***** ************."
  • "****** **** ** *****, ***** ********* *** *****. ** *** point *** ****** ******* ** ** *******. ******* *** **** that ** **** **** **** ******** **** **** **** ***** manufacturers, ***** *** ** ****** ******** ***** **** ** ****** more ******** **** ** ******* ******* *******, ******** ******** *** being ******."
  • "*** **** ***** ***** **** ****** *** **** ** ***. It **** * *** *****, *** **** ****** ****** **** email ***/** ***** ****."

*** ******** **** ******* ** **** **** **** ** ********* or ********:

  • "*********** ******** **** *** ********* **** *******. ********* ************* ***** is ****** ***** ********* ** *** *** ******** ** **** week, * *** **** *** ******* **** ****** **** *** or ***."
  • "**** ** **** **************."
  • "***** *** **** **** ****** ********* ***** ***** *** ********."
  • "**'** **** **** **** *** **** **** ***** ***** *** we **** ******* *** **** ** *** ***** *** * couple ****** ***, *** ****'** ***** ****** ** ******* **."
  • "********* ** *****. **** **** ********** ** *** *************. ***** pricing ******** **** ** ****."

*** ****, ***** ******* ** ********** *********** ***** ***** ******* ~65,000 ******* ****.

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

*********** **** ***** **** *** ****** ***** ********* **** * positive *** * ********.

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

  • "** **** * ***** *** *** ***** ** ******* ******** and ***** *************."
  • "** ********* *** ** *****, ****** ******* ** ***** ******** within *** **** ** ***** * **** ** **** ** can **** **** **. ** ** ****** *** ** ** quickly ****** ** *** *** ** *** ****** ***** ******* me ** **** **** ** ********."
  • "*** ***** *** ** **** ********** ** ***** *** **** support *********. ** **** ***** ***** ***** **** ** ***** in." 
  • "***** **** **** *** ******* ** ** *** ***** **** to **** ** **** * **** **."
  • "** ******** *** ****** **** **** ** **** ******** ***** are ************* *********. ** ************ **** ******* ** *********."

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

  • "**** ****** *** *** ***** **** ** ********* *** ***'* look **** ******** *** ***."
  • "*********: **** **** ***********?!?!"
  • "** *** ****** ** *****, ** **** * ***** ** loose ****** *** *** **** ****** ** *** ***** ******* other **** **** ****** ** ****************************."
  • "********* ** *** ** **** ***'* **** **** *** **** used ** *** ****."
  • "***** ***** ***** ****** **** ** ** *** **** ** reply ** ** ***** ** ****** ***** ******."

Strong - *********

********* *** * **** ***** *** ** ***** *****. *********** consistently ******* ***** ******* *** *********. **** *** * ********* of ***** ********:

  • "*** ***** *** ** ********* *******, ********** *** ***********. ** was * **** ****** ** **** **** ***** ** ** knows *** ************ **** ** *** ********. ** ***** ******* with *** ************ ** ****** ******** ********* ** ********* ** our ***********'* **********."
  • "**** ****** *** *****, (*******) *** **** ****** ******** **** our ****** ********, **** ******* *** ********* ***********."
  • "**********, **** ** **** ***** ********* ** *** ********, **** free *******, ******** ******* ** *** **********, ********** ************* *** able ** ******* ** **** ** *** **** ******* *** the ********."
  • "* *** ********* ********* **** ***** @ *********. ***** * former **** ** ** **** *************."
  • "************** **** ***** ** ********* ** ***** ** ** *** products, **** ** ******* ***** *****/******* *****. ** *** *** engineer *** ** ****** *******, ** * **** * ********* question **** *** ********* ****** ** ********* (*** ********** **** the ***** ****** **** ** **** ** **** *******) ** they ***'* **** *** ****** **** *** *** ** ****** from ***** *********** ********** ****** *******."
  • "**** ******** ** ********** *** *** ******* ** ********* *** brand ************ ******* ************ ********."

Strong - *******

******* *** * **** ***** *** ** ***** ****. *********** emphasized ***** ************* *** **************, ********* ******** ****:

  • "***** ****** *** ********* *** ***********, *** **** *********** **** as ******** **********/****** ** ************** *** *******. **** **** **** cognitive ******** *** **** ** ***** ********* ** **."
  • "*******. ******** ** ** *** **** *** ******** ** ****** yet, ***** *** *** **** *******. ** **** ** *** me ** ******. ** ******** *** ** ** ********* ** person *** ** * **** ****** ******* ******* *****. ****** products **** ******** ** ********. * **** ***** *** ** chase *** *** ********. ********, ******** *** ************."
  • ******* - **** ** *** **** *** ** **** ** thru *** ***** *******.
  • *******. ******* *** *** *** *** **** * ***** ****. Really ** *** ** ***** *** ** ******* ** *** our *********.

Weak - *********

** *** ***** ****, ********* *** * ***** **** *** none *** ****, **** *** ***** ***************/ ***************:

  • "**** **** *** ***** *****. ********** ******* ***** **** ***'* solve ********, ***'* ****** ****** *********, *** ***'* ******** *** product ********** **** ******."
  • "******** ********* ***** ****** **** ** ***** *-* ***** * year, *** ** *****'* **** *** *** *** ***** ** came ******* *** ***** ***. **** *******, ********* *** ********* delayed, *** ***** ******** ***** *** *** ******* **** *** has ** ********* ***** *** (******** ** * ****** **** Panasonic **** *** **** *******, **** ******* ******* *** ******** that ** *** **** ***. ***** ***** *** **** *** have **** ****, *** **** **** **** **** ****** ** change ***** ****** **** *****. ***, **** *** ****** *** are ****** ** **** **** **** **** *******. ** **** dropped *** ***** **** **** ******* ** **** **** >$********/**** to **** ***** $****/****."
  • "***** ************** ***** ***** ******** ******* ****** *** *** *****. Met ********** ** * ****** ******** ***** *** *** ** **** they **** *** ***."

Weak - *****

*** ******** ****** ******* ************, *** *** ** * **** way, *** *****, **** *** **** *** ***** ***** **********. Responses ********:

  • "***** **** ** **** *** **** ***** ******, *** **** have *** *****. ** ********, ***** ** *** *** ** former ** ******** ******, *** **** ****** ** ** ********."
  • "***** **** ** *** ************* ** ******** ********* (***** ** a **** **** *********) *** **** ***'* ****** **** ** care ******."
  • "*****. ********* *** ********** ** ******* **** ****** ***** **** the ****** ***."
  • "*****: **** *** **** ******* ****** **** ** ***** *** ***** sheet."

Comments (10)

Srikanth Kamath

11/11/14 03:40am

**** ****,

*** ***** ***** ******, ************* *** ******* *** ********* ** key ** ** ********** ** * ***** ******, ******** ************ within *** ******* ***** ** *********** ******* ** ****** *** channel, **** ** *** ******* *** ******* *********.

***** ******* *** ******, * **** * *** *********..

'''*** * *** ****** ** *** ***** ****** ***** **** "Unresponsive", "********", "****** ****' & "********" ''''

** ***** *** **** ** *** ****** ** ******* / call..? ******* **** **********, ******* **** *** / ********** / SI, *** ** *** ****** ********* ***** ** ***** ****** is *** ******* ** *** *******, ***** ******enable ** ********

-- ******** ** ******* ********* *** ******** ** ****** *** projects.

-- ***** ***** *********** *** ** ****** ***** *** ********* / *******. ** ************ *** ***** *****

-- ******* ** ******** **** ****** (*,* & * **** called: ****, ******, ******) *** **** *** ******* ****.

-- ******* ************ ******: ?? ** **** **** *** *** how *********** ** **

--Alloacted ********* *** ************ ****..?? this is key element of partner relationship.... One on the companies I worked for had this golden rule "4 ****** ***** *** * ******* *****" but what we see in the market is 65,000 partners supported by 55 Sales people = 1000 Partners per Sales Person / 20 working days = 50 Partners per day..?

*** ** *** ********** * ***** **** ** ********* ** that **** ********* **** ***** ****** ** ** ***** **** "Network" / "********" ********** *** **** **** ********** ** ****** can ** ******** ** * *** **** ** ********..? ***** result ** ************* ***** ******..?

** ** **** ** *** ***** *******, * ********* **** this ****** ****** **** ******* *** "******* ********" *** "*** Distributor / ********** / ************ - ***** & **********".

John Honovich

IPVM | In reply to Srikanth Kamath | 11/11/14 11:46am

********,

********* **** *******'* ***** ******** ********** ** ***** **** ****** the ************* ** ***********, **** **** ********* ** *&* *** improve *******.

***, **** ********* ** "**,*** ******** ********* ** ** ***** ******" ** ****** *****. Axis *** ~**** *********, ********* ***+ ** ***** **** *** the **. ** **** ****** ** *** *** ***.

Srikanth Kamath

In reply to John Honovich | 11/11/14 12:38pm

**** ****,

* ***** *********.,

Marc Freundlich

11/11/14 04:44pm

**** *** *** * **** ********* ** *** ** .**. This ** * ***** ******** ** *** *** **** ******* is ****** ********** ** ********** *********/******* ********* ******** *********** *** support, **** ** **** **** *** *** *** *** **** of ************ *** *************** ** **********. **** **** ******** ********, I *** *** ******** ******* **** ***** ***** *** ******, as **** **, *** ***** ****.

********** **** ******. **** **** *** ****** **** *******; *** organization **** *** ******* *** ********* ** ******** ************. ** you *** ***** ****** ** ** *** **** ** ***** the ***** ********** ********* ** **** ** *** “***” ********* identified - ********** ** *** ************ ******* **** ** * larger ****** ** ******* ** *****.

**** ** **** *** ******** ** *** *********** ** **** recruiting ***/** ******** ***** ****** *** ******* ** ********** ******** making, ************** *** ******* *********. ** *** ***, ********* **** vote **** ***** *********…**** **** *** **** *********** *** ************. In ****, ** *********** ***’* **** **** **********/**********/********** ********* **** themselves **** *** **** **** ** *** ************ **** ******** about.

*** ****** **** (*** * ** * ***** **** **** guy) ** **** *** ** *****, ****** ** *******, ********** can ****** – ** **** **** *** **** *** ******* to ** **. ******* **** * **** ** ********** **** is *** * ********* ********. ****** ***** *** **** *** depend ** ***** ****** ** ** **********. ** ** *******, it ****** ***** **** ** **********’* *********/******* ********* *** ********. That *** ** *** *** ****.

Undisclosed Manufacturer #1

11/11/14 06:10pm
*** *** ***** *******, *** *** ** ********* ** ******** any ****** ** **** ****** **** ********? **** ****** **** a *** ** ***** ** ** **** ***** (****) **** mostly ***** ********.

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 11/11/14 06:13pm

******** *** **** *** *** **** ***** ***** (**** ******** and ********). **** ** *** **** **** *******.

*** ********* *** ******* ******* **** *** *** ***** ******* showing ** *** ******.

Paul Anderson

In reply to John Honovich | 11/11/14 07:24pm

*********** **** ****, * *** ********* ** ***** **** **** negative ******** ***** **** *** **, ** * **** * lot ** ******* **********...

Undisclosed Manufacturer #1

11/11/14 06:31pm
***** ** ********** ** **** **** *** **** ***** ***** vendors ** ****. ****** ****.

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 11/11/14 06:41pm

**** **** ** ******* ******** *************. *****'* ********* ***** ******** on ***** ************* *** ********* **** * *** ******** *** most *** ******** ** *****.

**** ** *** **-***** ******* ** * **** ***** ************:

"****** - ** **** ******** *** ***** **** ****** ****** triple **** *** ******** **** ******* ** *******, ******* ***** people *** *** ****** ******* ** ****, ***** ***** ** requests ** *******, ****** ** ******* (**** ****** **** ** them ***!) **** *** ****** ******* ** **** ** ** get ********* **** *** ********* **** *** *** ****-****** ** both ***** ******** *** ****** ********** ** *******. *** ****** to ******** **** * ************* *** **** **** ********** ***** on **** ********** ** ********** ******. **** **** ** ********* care ***** *** *** *******, ***** **** **** ***** ***** ahead ** *** *********** **** ** **** **** ****** *********** in *** **** ** ****** ****/*******. **** **** ******* * technology *******, ** ***** ***** **** **** *** ****** ** upgrade *** *** **** ** ****** * *** **** *****, rather ** ******* * ********** ** ********* ***** ** *** future ** ** **** ** * ******** **** *** *** given ********."

Carlos Espinoza

11/18/14 05:47am

******* *** ********** **** ***** ******** *** ********?

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