Posts Tagged ‘qwest’

“I need to get your thoughts on what I’m thinking of doing!”

It was my long time colleague Gary on the phone. We’d worked together at Qwest for four years in the shoot ’em out years of early 2000. Gary ran the sales and operations team that supported the direct sales teams for the Global Account organization for the West. We sold it… and he installed it.

“Sure, whats up?? “I’m thinking of taking a job as a Director of Sales over in the Agent channel.”

Now back in the day..announcing a career move like this would be like Sara Palin suddenly choosing to become a democrat.

“Um…”

“Before you think I’ve gone completely nuts, hear me out. I’ve been in this position for five years so far, done really well and don’t get me wrong, but I am so tired of babysitting entitled sales reps! I already have 3 kids under the age of 12 at home and these guys are so undisciplined about just the basics that its completely infuriating day in and day out. I’m over it – and I really like the company because we’ve got a great product. Slogging it out this way every day trying to get sales people to really work hard for the numbers truly sucks though.”

I started to laugh in commiseration … “Don’t laugh…can you tell me why you did it so long ago?

Well..the truth is that I had been sitting on General Manager calls every week for months listening to the sales numbers that were being posted .. and the alternate sales channel teams outsold the direct sales teams four to one, week in and week out. The CEO of the company loved it because the alternate sales channel was much more profitable – no base salaries to pay or headcount turnover.   My own direct sales organizations numbers were anemic and I could empathize with Gary’s frustration. Years ago, I had also grown weary of chasing my sales team with EKG paddles.

“Gary, I think it’s a smart move and I’ll tell you why…”

  1. Independent sales agents are highly motivated to make things happen because there’s no salary check auto-magically coming in the mailbox for them from corporate every two weeks. Agents have to own their own destiny without the safety net of a base salary.
  2. They have to hunt clients, treat their clients like they are family, absolutely find the best solution for them, sell it, install it and then take care of it long term by themselves.  That bakes in responsibility if that agent wants to survive long term. What I’ve found is that they are aggressive, they hunt for their own relationships and they are very entrepreneurial in actually helping their clients.
  3. They also take responsibility for producing their own results. Its refreshing…and quite a big behavior change. These guys truly own their own business and take a lot of pride in producing autonomy for themselves and a livelihood for their families. Its like walking out into the sunshine after you’ve been chained to a wall as far as I’m concerned. You’re also going to be the Director who brings in pure profit, and not a headcount and resource drain for the CEO.

More and more companies are moving in the direction of cultivating and growing an alternate sales channel. They get the benefit of a highly motivated sales team that they don’t have to pay a salary to and access to business that they would have been competing for…  Its good business for everyone and helps to keep the business climate healthy.

“Gary, I think it’s a great move and that you’ll truly enjoy it”.