Your sales people have been around a long time. Decades, in fact. They have forgotten more about your industry than your competitors’ sales people. Which seems odd because the bad guys seem to be getting their share of your sales. But your salespeople have deep and personal relationships with your customers. They know the customers wives, ages of their kids, even their religious preferences. They often entertain the customers as evidenced by the hefty expense reports.
Your sales people are “old school”. They believe the old adage that “the customer pays the bills”. And if they pay the bills then your company should pay homage to them. They identify with the customers more than they do with your company. When it comes to a conflict between the two, your sales people almost always side with the customer. In fact, sometimes you wonder who’s side they are on. They seem to have a constant bad attitude about the company and you wonder if this rubs off on the customer.
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