*** * *** ****** ** *** 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 ***** *** ***** *****."
Comments (10)
Srikanth Kamath
Dear John,
For every sales person, understanding the product and knowlegde is key to be successful as a sales person, building relationship within the channel added to individuals ability to manage the channel, even if the company has limited resources.
After reading the report, I have a few Questions..
'''The 4 key themes of bad sales traits found were "Unresponsive", "Ignorant", "Whales only' & "Arrogant" ''''
Is there any idea on the nature of enquiry / call..? because from experience, working with OEM / Disributor / SI, one of the comman chalenges faced by sales people is the process of the company, which either enable or restrict
-- Presales or Project Engineers are supposed to handle all projects.
-- Value Added Distributor are to handle Level one enquiries / support. or Distributors are Value Added
-- Breakup of Partners into levels (1,2 & 3 also called: Gold, Sliver, Bronze) and thus the support also.
-- Project Registration System: ?? do they have one and how transperant is it
-- Alloacted resources for geographical Area..?? this is key element of partner relationship.... One on the companies I worked for had this golden rule "4 Inside Sales for 1 Outside Sales" 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..?
One of the challenges I would like to highlight is that Some Companies want sales people in IP Video with "Network" / "software" Experience and feel that components of Camera can be provided in a few days of training..? which result is underprepared sales people..?
To be fair to the sales persons, I recommend that this report should also include the "Company Policies" and "the Distributor / Dealership / Partnerships - Terms & Conditions".
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Marc Freundlich
Nice job and I feel compelled to add my .02. This is a great reminder to the mfg that success is highly correlated to leadership attitudes/actions regarding customer development and support, that in turn sets the bar for the type of organization and characteristics we experience. Like most business managers, I had the pleasure working with great teams and Boards, as well as, the other kind.
Businesses have cycles. They grow and become more complex; the organization must add systems and processes to function consistently. As you add these things it is too easy to shift the focus internally resulting in many of the “bad” qualities identified - especially if the organization becomes part of a larger entity as happens so often.
Some of what you surveyed is the consequence of poor recruiting and/or training while others are related to convoluted decision making, accountability and support processes. In the end, customers will vote with their purchases…that goes for both integrators and manufactures. In fact, if integrators don’t make good purchasing/recruiting/management decisions they themselves risk the same fate as the manufacturer they complain about.
The bright side (and I am a glass half full guy) is that big or small, simple or complex, businesses can change – if they have the will and ability to do it. Despite what I hear so frequently this is not a commodity business. People still buy from and depend on other people to be successful. In my opinion, it always comes back to leadership’s attitudes/actions regarding the customer. That has to set the tone.
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Undisclosed Manufacturer #1
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Undisclosed Manufacturer #1
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Carlos Espinoza
Someone has experience with March Networks and Infinova?
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