salespeople

I guess I don’t really mind that people generally regard me as being opposed to salesperson autonomy (and, of course, performance pay). Antagonism is certainly more newsworthy than conformity! However, my position is not quite this simple, and a deeper understanding of the basic principle at stake here is more useful than the sound bite. […]

Often, when we work with organisations that sell technical products (especially in a make-to-order environment), we find that salespeople are technical experts. When you add the requirement for technical expertise into the normal (massively-multitasked) sales environment you inevitably find that salespeople are hard to find and difficult to train. Furthermore, the consequences of salespeople defecting […]