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Wearing Two Hats Costs A Sales Professional Sales
| Guest post by: Virden Thornton |
Article Overview: It’s difficult at best to reprimand a staff member for poor sales performance, but almost impossible to do it when the reason for a lack of sales is that the representative was servicing a large account. If wearing two hats (sales and service) is not critical to your organization’s success, why set up an impossible management situation.
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Wearing Two Hats Costs A Sales Professional Sales
In many businesses and professional service organizations today, sales team members are asked to wear two hats--the “sales promotion” hat and the “customer or client service” hat. In some organizations this dual responsibility for the sales staff can not be avoided, but in those organizations where this sales and service function is not set in stone, you would be wise to off-load the service responsibilities from your sales professionals to members of a service team.
Sales managers don’t need built in structural excuses for poor sales performance. However, by asking your sales team members to service accounts, you give poor performers a perfect way to excuse their lack of sales by simply telling you they were working on problems for their clients or customers and had less time to make sales or prospecting calls. For the 80 percent of sales professionals that sell 20 percent of the goods and services in the United States and Canada, the two hats role is an ideal situation. If they have a choice in the matter they will always gravitate to servicing accounts and taking orders over generating new business from their selling activities.
It’s difficult at best to reprimand a staff member for poor sales performance, but almost impossible to do it when the reason for a lack of sales is that the representative was saving a large account. If wearing two hats is not critical to your organization’s success, why set up an impossible management situation.
It is vital that you take away every structural activity performed by sales team members that gives them an excuse for not being in front of decision-makers selling your products or services. In the long run, setting up an order desk and support staff are far more cost effective than taking sales professionals away from their primary responsibility of bringing in new business for your company or professional organization.
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
Kevin's Case Study #5 - Different "hats" you wear
- To help all entrepreneurs (especially aspiring new ones), I'd like to ask:
1.) What is your small business?
2.) Then list the numerous "hats" you're required to wear in order to succeed. Moreover, go on to rate each job function on a scale of "1 = generalist" to "10 = expert" and even which tasks you outsource.
Perhaps this post will act as a decisive factor on whether a person should pursue a specific business idea or not.
[i:exdr7mc8]For example, if I owned my own bakery, I'd create my list as follows:
1.) Professional Baker
2.) Different hats I'm required to wear:
-Dessert making (8-10)
-Customer service/Sales (7) - Job function is outsourced
-Accounting (5) - Job function is outsourced
-Marketing (4) - Job function is outsourced
-etc...[/i:exdr7mc8]
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
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