| Topic Name: |
Need tips for avoiding HR |
| Message Name: |
"The Channel" |
| Date Posted: |
05/20/2002 |
| In Reply To: |
My experience dealing with the companies you mention have left me with the impression that their sales force are on the most part customer service people not the heavy hitters who can open up large accounts like I assume national data computer i slooking for. |
| Message: |
Those firms tend to have a double edged sales force. (I used to be involved with one of them).
On one end they have their inbound sales team. These guys mostly just take the calls as they come in, and try to convert as many as possible into a sale, or upsell within a sale. Many of them are hard working sales people who want to push forward in the organization, but many are also comfortable taking a more passive role, and like being in that position.
On the otherside of the coin, each of these firms has a very aggressive outbound sales team. This actually tends to be the larger part of the sales team. These guys work with specific territories (divided geographically, or by government department, or industry type. They work with corporate, Education and Governemtn agencies, so the division varies). Each of the reps/Acct Managers/Consultants (pick your term, it generally boils down to the same role), has a quota to hit each month, and in general these quotas are not easy to hit.
Many of these guys are very much the heavy hitters that you refer to. Some people may only hit the quota every so often, and not make much more than the base salary, but there are definitely the heavy hitters who bring in upwards of 100-150K.
The product specialists, who may deal specifically with an item such as hand helds, are often drawn from the pool of the top sales guys, and given the chance to focus purely on a small product segment.
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