Dave wakes up and he gets in his car. He wants to move quickyu; an he has already got n up and he plans on getting work quick. He wants to be at work by 8am or earlier because he knows he will have to wrk 8 hours.
Dave’s work will be easier if he can be there before his manager shows up to work. His manager hounds him with questions and demands. Dave wants autonomy in his work. He has many accounts to work and not much time.
He used to find meaning in his work at ComboTech he liked the idea that he was selling a useful product to software developers. He thought he was doing consultative selling. He wanted to align the needs of the clients he was selling to with what the product has to offer. Ideally saving time and money for the developer.
However, the management of ComboTech does not care about the desires of the developer. The only interest of ComboTech is to earn revenue and hit a certain goal by the end of the month.
Dave was okay with his job. He was not the greatest rep within the organization but he was not the worse and he was usually able to achieve the expected metric by the end of the workday.
But something eerie was occurring at ComboTech. The sales were drying up. The customers were not purchasing as easily as they were before. Reps could not sell anything to anybody.
One hole that ComboTech had was that they provide free versions to the whole planet so anyone could get the software of ComboTech for free. The reps of ComboTech (like Dave) would need to contact these free downloaders and figure out if this person was one dude in his underwear sitting at home or if it was a skilled developer working for an organization.
A new strategy is being rolled out at ComboTech. The Sales Director is scrambling because sales are not coming in. He used to send out an email everyday that would inform the reps who did not have a sale and talk about such things as effort and laziness with no respect to things such as luck or maybe a sale falling through. simply the assumption that the sales rep was a lazy rep who did not put in effort. But, the email has changed. It was about community and being in this together and working together BullPoop.
There was a shift from making a respectable number of calls of 50 to 60 phone calls. That was the old expectation. and the new goal was to make 90 calls a day or 100 calls a day. “More Activity!” If we just do more then we will sell more. No respect for the idea that the organization is going to be pestering the customers and destroying the leads. When you call one person 3 times a day and then call them the next time 3 times a day just blowing them up, that is only going to annoy and irritate people. “Oh, they are ignoring us.” “You reps are lazy.” Thinks the Sales Director. Where is the respect for human decency??? Who wants to be called 3 times a day and emailed 2 times a day for something they did not ask for???
Dave was not happy with his work. His work became meaningless and he saw himself as somebody who was no longer a salesman but he was a Telemarketer. Using his phone and email to bother and annoy and pester a person until a response was acquired. That is not a way to gain the respect of anybody and will simply create a negative reputation within the world.
(To be continued)
-DJ ROBO BISCUIT