Death of a Salesman
This owner told the salesperson, “Part of your job is to make us look good, regardless!” In other words, the salesperson was to COVER UP for the company, even when the product was less than acceptable quality. Talk about death of a salesman! That salesperson resigned immediately, knowing he was working for an unethical owner who didn’t know the meaning of customer service and really didn’t care.
So, what can sales people do when they have NO control over production quality?
They do what anyone would do in order to hold on to an important customer…they keep apologizing and hoping the situation will change with the company. They win a few and lose a few customers, while they’re just running in place. Their book of business is not growing and, in a bad economy, they will likely continue to lose ground.
If the DEATH of a salesman’s initiative is the result of poor quality, late deliveries, orders being shorted, billing errors, miscommunication, poor customer service, and owners not seeming to care, etc., then it stands to reason that LIFE, to a salesman, would include systems of controls for quality and service, which would ensure their being able to satisfy and keep their customers.
Did I mention? Great systems work!
Philip Beyer, founder/president of Ebiz Products LLC and founder of Beyer Printing Inc. in Nashville Tenn., is a chronic entrepreneur, business systems analyst and consultant. Author of "System Busters: How to Stop Them in Your Business" and recipient of an InterTech Technology Award for the design and development of System100 business process management software. Beyer speaks to business owners across the country on how to bring lean, sustainable order to their businesses. Contact him at (615) 425-2652.