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

**** ************* **** ***** the *****? ***** *** best?

**** ** *********** **** from ***** ************ ***********? What ******* **** *** most?



*** **** ****** ******* of ***+ *********** ****** these ********* ******, *********:

• *** * **** ********** ************ sales *****
• *** * *** ******** traits **** *********** ********
• *** * ***** ******** characteristics **** *********** ********
• *** * ** *** ****** manufacturers **** ****** *******
• *** * ********* ************* **** weak *******

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

Traits **********

*** * *** ****** of *** ***** ****** found ****:

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

*** * ****** ****** of **** *********** ****:

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

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

*************, *** ******** ** full ** ******** ** 'how *** ** ** a **** ********'. ****'* a ***** ******** **** the ****** ******* *** behaviors ** **** ***********:



************: *** **** ****** complaint ** **** *** of *** **** *****. Bad *********** ** *** respond **** ****** ** for ****. **** ** the **** ****** ***** comments ******* **** ****:

• "** *** ** ******* them for *** *** *********, however **** ** *** field **** ***** ***** anymore."
• "**** *** #^#$ **** the *** **** **** answering ***** ****** *** magically *********."
• "**** **** ******* ***** within ***** ************; *** slow ** ******* ** communications"
• "**** ** *******. ** answers ** **** ********* questions. ******* *** **** to *** ***********."
• "**** **** **** ** ******* back ** ****** *** return **********."
• "** *** ********** ******* them *** ***********. ****** impossible ** *** ***** material (********* ***)."
• "***** ***** ***** ****** seen ** ** *** busy ** ***** ** an ***** ** ****** their ******."

********: ******* *********** ******* **** salespeople **** ** ******* adequate ********* ** ***** own ********. **** *** ***** line ** ******* ******* falling ** ***********, *** knowing ****** ** * critical ******* ** *** worst ******** *****:

• "***** **** ** *** knowledgeable ** ***** *** *******, *** they ***'* ****** **** to **** ******."
• "[**** ***] ***** *** **** very ****** ********* ***** their *** ******** *** even **** ***** ****** average *** *******."
• "**** ***'* **** ** know ***** *** ******** nor ********** ********* ************* issues."
• "***** **** **** ***'* know **** **** *** talking *****. **** **** products **** ***'* ****, full ** **** *** issues *** **** **** like ****** *** ** every ******** *******."
• "*** ***** ***** *** has ****** ********* ***** their ******** ******** *** doesn't ********** ***** ********* terms."
• "*** ***** ****** ** our ********* ** *****, doesn't **** *** ******* and *****'* **** *** to *** *** ******* from *** *******."

****** ****: ***** *********** **** are ********** ** ********* big ********. ******* ******** note **** *** ********** ignored ****** **** *** working ** * *** sale ** ****** *** volumes ** **** *********:

• "*** ***** ******* ******* to **** ** ***** a *** *******. ** wasn't **** ******* ** suggesting ******** ************. ** received ****** **** **** for * **** ***** bid *** **** ** wanted ** ******* ******* later ** *** ************** *** *** ***** to ******** ********."
• "****** ******* * *** not ********* ****** ******* for **** **** *********** cut ** *** **** their ****** ****** *** no ****** ******* ** my *******."
• "******* ** ****, ****** a ***** *******."
• "*** ********** ** **** the **** *** *****."
• "***** ***** ** ******* monthly ******* ***** ***** in *** **** ** genuine ******** *****."
• "********* ** *****. **** seem ********** ** *** opportunities. ***** ******* ******** this ** ****."

********: **** ** *** ** off, **** *********** ****** an ******** ** *********** when **** *****.  **** leaves **** ********* ******* answers, ** ********* ***** direct ************* ********* **** a ****** ** ******* attitude ***** ***** ********.

• "**** **** ******** ***** ****** about * ******* ***** hasn't **** **** **** technology."
• "**** ******* ***** ** have ******* ********. **** when *** *** **** up *** ** *** told '** ***** ** months' ****** ** ***** come ***."
• "***** ******** ***** ******* is ******* *** **** serving."
• "*** *** **** ********, played ***** *** *** never *** **** ** me.  ** ****, ***** loss *** ****."
• "**** ***** ****'** **** enough **** *********, ***** they ****** ***** ***** going **** ********."
• "***** **** *** ********** the ************ ** ***** relationships, ***** ** **** emphasis ** ********** ***-**** buy-in ******* ********** *** dealer *******."

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

** *** ***** ****, there *** * *** distinguishing *************** ** **** salespeople. *** ***** ***** reveals *** ****** ****** most *********** ** ****** respondents:



*********: *** **** ****** positive ***** *********** *********** is ****** *********** ** winning *** ******** **** their *******'* ********.  ******* it ** **** ******** in *********, ******** ** new ********, ** **** sharing ******* ***********, *** best ******** ** ** without ******* ** ** asked *****:

• "** *** **** ***** by ********* ** ***** us ** *** ********, send ** ******* ***** lists/product *****. ** *** the ******** *** ** easily *******, ** * have * ********* ********."
• "**** ******** ***** ***** ***** with *** ***** **********; are ********* *** *** dealers ****** ***** *** company, *** **** ******* demo **** **** ******."
• "** **** * ***** rep *** ***** ** provide ******** *** ***** opportunities."
• "**** **** ** ******* of ***** ****** ************."
• "***** ******** *** **********."
• "******* ** ******** ************* was **** ****."
• "**** *** ******* **** ****** and ***-***** ******* ***** is ************* **** ******* on ****** *************."

**********: ********, ** *********** are *********, **** *** prompt ** ********* ***** or ******. **** *** seemingly ***** *********, *** responders ** *** ****** question **** ** ***** quick ******** ** *********:

• "**** ****** **** ** touch, ***** ********* *** quick. ** *** ***** and ****** ******* ** be *******."
• "** *** ** *****, always ******* ** ***** directly ****** *** **** or ***** * **** of **** ** *** talk **** **. ** he ****** *** ** me ******* ****** ** has *** ** *** inside ***** ******* ** to **** **** ** business."
• "****** ********* ********** *** devoted ** ***** * partner *** **** * salesman *********** **** ** doesn't ****** **** *** best ******** *** ** willing ** **** **** that ********."
• "**** **** ******** ********* to ******** *** **** registration *********."
• "**** ******* ******* ** communications"
• " *** ***** *** ** very ********** ** ***** and **** ******* *********. He **** ***** ***** month **** ** ***** in."
• "**** **** * ******* scenario ** ***********, **** respond *********** **** ******** and ********* ************."

*************: **** *********** ********** what **** *** ******* and *** **** ** convey ***** ***** ******** fit **** *****. *** only ** ******* ********* valued, *** ******* ****** understanding *** ****** ******** are ********* ** ****:

• "**** *** *************, ***** to **** ** *** and ******* ***** ****** to **** ****."
• "*** **** **** ***** you ******* ***** ******* range ******* ******** *** with ***** ********* ** acronyms."
• "***** *********** *** ******* technically *** ****** ********, and *** ******* ********** in * ******, ************ way."
• "**** ***** ************** **** ** ******** exceptions/equals ** **************. **** show **** ********* ******** and **** ** ***** responses ** **."
• "*** *********** **** * very **** ********* ** the ******* *** **** the ******* ***** ** call ** ** **** do *** **** *** answers."
• "**** *** ****** ** be **** ******* *** are ****** "*****-****" ** terms ** ***** ******* for **** *** ***** and ***** ********."

***** *****: ******* ********* **** ** clear **** **** ************* bring **** ***** ** new ******** ** *********, it **** **** *****. Instead ** ***** ******* in ** ****, *** also ******** ****** ** to *** **** ** a ************** *****:

• "**** ******* ** ** ***** sales **** *** ******* leads."
• "** *** ***** **** the *** ********* ** bid ** ********."
• "**** ** *** *** help ** ***** ** *** customers ** * ****** way."
• "***** ******* ********* ****** lead *** ********* ** us"
• "* *** ***** ******* me ***** *** ************* regularly."

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

*********** *** **** ****** feelings ***** ********'* ***** team. ****** **** ***** them *** ****** **** gold ********* ** **** bemoaned **** *** ****** to ***** **** ****.

*******, ******, ** * 2:1 *****, *********** ****** Avigilon (***** ** **) choose **** ** *** best.

**** *** **** ** the **** ********** ********* integrator *********:

• "******** ***** ******* ********* passed **** *** ********* to **. ******* ** pursuing ************* *** **** good."
• "******** ******** ******, **** level ** ***** *********** assistance, ***** **** *** users ** *** ******** and ****** **** ** the *****. **** **** from ******* *** ** Rep ****** ** ****** sales *** **** *******. Everyone ** ** *** chain ** ******* *** our *******."
• "********. **** ******* ******* to **************; ******** ***** sales ***** **** *** users **********; *** ********* for *** ******* ****** their *** *******; *** help ******* **** **** when ******."
• "******** - **** *** aggressive ** ********** ***** own ***** *** ******** them ** ** ** well ** **** ***** on ******* *** *** own ******** ***** *** projects. * **** ********* 4 ********* ****** ** place ** ****** **."

***, ** *** **** side, *** ********:

• "******** - ****** ******* for * **** ** flip *****"
• "** **** ******* ** the ******** *** *** our ****- **** ** had ** ***********, ** were **** **** **'* have ** ******** ******* another ****** ** ******* region- ** ******'* ** from ******** ********. ** was ****** ** ******* the ******** ******* ** the **** ******* *** whole ***** *** **** too ***** *** **... why ******** ** ** he ******'* *** ** up. ** ****** ****."
• "******** - ****** ******* I *** *** ********* enough ******* *** **** they *********** *** ** off **** ***** ****** portal *** ** ****** respond ** ** *******."
• "**** **** ******* *** under *******."

*** *** / *** for ******** ** ****, if **** *** ****** a ******, **** **** evidently ******* ******* ****.

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

** * *:* *****, *********** citing **** (***** ** **) choose **** ** *** best. 

*** *** ***** ** comments *** '******', *** ability ** ****** ** Axis:

• "**** *** ****** *********, knowledgeable, ***** ** **** us *** *** ******* great ****** ** **** with."
• "*** **** ** **** with ****** ****** ******* with ***** ******* *** you ***'* **** ** "nag" **** *** ******-**."
• "****** ******* ** ****....****** willing ** *** *** what *** **** ...**** less *** **** **** Axis **** ***** ************."
• "****** **** ** *****, email ********* *** *****. to *** ***** *** always ******* ** ** helpful. ******* *** **** that ** **** **** less ******** **** **** than ***** *************, ***** guy ** ****** ******** every **** ** ****** more ******** **** ** through ******* *******, ******** attitude *** ***** ******."
• "*** **** ***** ***** reps ****** *** **** to ***. ** **** a *** *****, *** they ****** ****** **** email ***/** ***** ****."

*** ******** **** ******* on **** **** **** of ********* ** ********:

• "*********** ******** **** *** extremely **** *******. ********* argumentative ***** ** ****** since ********* ** *** the ******** ** **** week, * *** **** the ******* **** ****** than *** ** ***."
• "**** ** **** **************."
• "***** *** **** **** little ********* ***** ***** own ********."
• "**'** **** **** **** for **** **** ***** years *** ** **** learned *** **** ** our ***** *** * couple ****** ***, *** they've ***** ****** ** visited **."
• "********* ** *****. **** seem ********** ** *** opportunities. ***** ******* ******** this ** ****."

*** ****, ***** ******* is ********** *********** ***** their ******* ~**,*** ******* base.

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

*********** **** ***** **** the ****** ***** ********* with * ******** *** 7 ********.

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

• "** **** * ***** rep *** ***** ** provide ******** *** ***** opportunities."
• "** ********* *** ** great, ****** ******* ** calls ******** ****** *** hour ** ***** * text ** **** ** can **** **** **. If ** ****** *** to ** ******* ****** he *** *** ** his ****** ***** ******* me ** **** **** of ********."
• "*** ***** *** ** very ********** ** ***** and **** ******* *********. He **** ***** ***** month **** ** ***** in." 
• "***** **** **** *** willing ** ** *** extra **** ** **** me **** * **** it."
• "** ******** *** ****** make **** ** **** whenever ***** *** ************* available. ** ************ **** support ** *********."

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

• "**** ****** *** *** there **** ** ********* but ***'* **** **** anything *** ***."
• "*********: **** **** ***********?!?!"
• "** *** ****** ** least, ** **** * bunch ** ***** ****** who *** **** ****** to *** ***** ******* other **** **** ****** in ****************************."
• "********* ** *** ** just ***'* **** **** but **** **** ** the ****."
• "***** ***** ***** ****** seen ** ** *** busy ** ***** ** an ***** ** ****** their ******."

Strong - *********

********* *** * **** votes *** ** ***** votes. *********** ************ ******* their ******* *** *********. Here *** * ********* of ***** ********:

• "*** ***** *** ** extremely *******, ********** *** informative. ** *** * tech ****** ** **** into ***** ** ** knows *** ************ **** of *** ********. ** works ******* **** *** distributors ** ****** ******** inventory ** ********* ** our ***********'* **********."
• "**** ****** *** *****, (usually) *** **** ****** involved **** *** ****** projects, **** ******* *** technical ***********."
• "**********, **** ** **** offer ********* ** *** projects, **** **** *******, provided ******* ** *** technology, ********** ************* *** able ** ******* ** what ** *** **** product *** *** ********."
• "* *** ********* ********* from ***** @ *********. Being * ****** **** he ** **** *************."
• "************** **** ***** ** regularly ** ***** ** on *** ********, **** us ******* ***** *****/******* lists. ** *** *** engineer *** ** ****** reached, ** * **** a ********* ******** **** can ********* ****** ** questions (*** ********** **** the ***** ****** **** as **** ** **** support) ** **** ***'* know *** ****** **** can *** ** ****** from ***** *********** ********** pretty *******."
• "**** ******** ** ********** new *** ******* ** establish *** ***** ************ through ************ ********."

Strong - *******

******* *** * **** votes *** ** ***** ones. *********** ********** ***** proactiveness *** **************, ********* comments ****:

• "***** ****** *** ********* too ***********, *** **** information **** ** ******** exceptions/equals ** ************** *** offered. **** **** **** cognitive ******** *** **** in ***** ********* ** us."
• "*******. ******** ** ** not **** *** ******** of ****** ***, ***** rep *** **** *******. He **** ** *** me ** ******. ** answered *** ** ** questions ** ****** *** in * **** ****** fashion ******* *****. ****** products **** ******** ** promised. * **** ***** had ** ***** *** for ********. ********, ******** and ************."
• ******* - **** ** all **** *** ** help ** **** *** sales *******.
• *******. ******* *** *** rep *** **** * great ****. ****** ** out ** ***** *** to ******* ** *** our *********.

Weak - *********

** *** ***** ****, Panasonic *** * ***** ones *** **** *** best, **** *** ***** being**********/ ***************:

• "**** **** *** ***** calls. ********** ******* ***** team ***'* ***** ********, can't ****** ****** *********, and ***'* ******** *** product ********** **** ******."
• "******** ********* ***** ****** used ** ***** *-* times * ****, *** we *****'* **** *** new *** ***** ** came ******* *** ***** ago. **** *******, ********* are ********* *******, *** fully ******** ***** *** own ******* **** *** has ** ********* ***** him (******** ** * belief **** ********* **** the **** *******, **** picture ******* *** ******** that ** *** **** has. ***** ***** *** this *** **** **** true, *** **** **** done **** ****** ** change ***** ****** **** since. ***, **** *** behind *** *** ****** to **** **** **** tech *******. ** **** dropped *** ***** **** them ******* ** **** from >$********/**** ** **** under $****/****."
• "***** ************** ***** ***** confused ******* ****** *** rep *****. *** ********** ** * ****** industry ***** *** *** no **** **** **** our ***."

Weak - *****

*** ******** ****** ******* manufacturer, *** *** ** a **** ***, *** Lenel, **** *** **** but ***** ***** **********. Responses ********:

• "***** **** ** **** the **** ***** ******, now **** **** *** worst. ** ********, ***** is *** *** ** former ** ******** ******, who **** ****** ** GE ********."
• "***** **** ** *** knowledgeable ** ******** ********* (which ** * **** they *********) *** **** don't ****** **** ** care ******."
• "*****. ********* *** ********** in ******* **** ****** other **** *** ****** few."
• "*****: **** *** **** ******* always **** ** ***** the ***** *****."