Business Development Changes
- Thread starter seagull4
- Start date
upssalesguy
UPS Defender
those are the rumors
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FracusBrown
Ponies and Planes
In the world of sales you either produce or you find another occupation. If you produce you make lots of money. Looks like the days of paying the sales force whether they produce or not is coming to an end.
upssalesguy
UPS Defender
UPS also has to put you in a position to succeed. UPS is not sales only, we are account managers. If a package gets lost in texas, who do you think they are going to want to take to? the account manager. IN UPS' world, if we shed unprofitable business, operations is happy, finance is happy, stockholders are happy, management is happy - BUT that sales person is the one getting screwed.
if you have a 25k average daily revenue account base and a 5k ADR account leaves becasue of price or service, that means the sales person now needs to go find 5k per day to replace that. if not, they go from 100% effective to 80% effective. Sales people are not paid if you are 80% effective and there was NOTHING you could do to save that account. a 5k per day account is $1.24 million those don't just fall into your lap.
upssalesguy
UPS Defender
FracusBrown
Ponies and Planes
Not sure if I love mine, but I'm sure I like it better that not having it. I only like it cause I'm getting paid to do it. Less pay means it's less likeable to me.
Good for you, not many people do......... my point was most operators can do the bd job but most bd people can't do the operators job........ when operations are mentioned to most bd people an ora of fear is on their face....LOL
worldwide
Well-Known Member
Why do you think most operators can do the BD job? What about the BD job (assume you mean Account Manager) makes it something an operator can do?
DS
Fenderbender
Whats an ora?
beentheredonethat
Well-Known Member
Being a good operator is a talent. But so is being a good Acct Exec, or a good Auto mechanic, or a good Engineer etc. I don't know why people who haven't done the other persons job thinks the other guy has it easy. I've seen first hand some operators come into Business development and do a great job. I've also seen some who have done a terrible job and begged to go back into operations. It didn't mean he wasn't a good operator, he was. He just wasn't good at sales. We all need each other to do our jobs as well as we can do and the company will do well.
Operators do it every day with customers and pick up accounts, everything else is just paperwork(computer work).
Its funny you have said nothing about Acct Exec going into operations, i think that one of the things UPS has lost is the rotation of its management people, years ago management people were rotated through the different departments to round them out about the entire business. That rarely happens anymore, everybody thinks their a specialist.
worldwide
Well-Known Member
You clearly do not know what the Account Manager job entails if this is what you beleive. The same attitude could be said for an operator that any Accouint Manager can do the operators job since Account Managers do it every day with customers and pickup accounts, everything else is just managing drivers. Of course, the operators pay is not variable--perhaps an operators base pay and MIP should be reduced: Operators could then make commission for delivering packages on time, not missing pickups, not leaving packages in the building, etc. No commission if there are any missed packages, left in building, missed pickup, etc. Are operators up for "pay for performance"?
upssalesguy
UPS Defender
i have NEVER found an operator that wants to be an AE. NEVER. When operators ride with me to my biggest customers, I get to watch them squirm when we are talking about customers business, damage issues, and operational disadvantages. When it is over, they can't believe I do that, 3-5 times a day. I get to tell them the only problem with my job is when they screw up, it reduces my salary by 30%.
It is validation my job is secure.
BD has such high turnover these days, I am sure any operator could come to BD if they really wanted. The problem is, none of them do.
It is validation my job is secure.
BD has such high turnover these days, I am sure any operator could come to BD if they really wanted. The problem is, none of them do.
Let me think, all operators have to go out and make monthly visits to retain customers and generate more volume, they had to initiate a company wide sales lead program offering gifts to the hourly people to generate sales leads because the " account executives weren't cutting it." when an hourly or operator generate sales leads that produce volume and revenue, it's the account executive that reaps that in their bonus and productivity yet they did nothing to earn it.
We all have a vested interest in bettering the company but let the facts be known.
While the operators are riding with you, they are probably squirming because while they are out helping you to make your bonus and numbers, they have been taken out of the center and their immediate responsibilities of running the center.
I believe the turnover is high in bd because people are hired off the street and put in those jobs that have no clue what ups does, they come out of college with a degree and think they are owed a living. My opinion.
beentheredonethat
Well-Known Member
So long as facts are to be let known. The opposite is also true. I worked with a strategic manager who won a significant amount of business from a large customer (10 million per year in annual revenue). This business included the need for very late pickups, where a SOP was put in for an air pickup at a letter box and the driver to proceed to the airport. The decision to use UPS was announced that they were switching from FDX to UPS. The Sales team even went out with the air driver to review the entire pickup procedure, pickup time etc. They also reviewed with the mgmt team and everything was all set. Then the week of the switch, the pickup on Friday at the letterbox didn't occur. (It's unclear if the customer dropped off late, or the driver picked up early - it was some time ago). But.... on Saturday, the letterbox had a pickup, and the air driver picked up dozens upon dozens of Saturday delivery NDA's. The driver brought it to the operations supervisor on duty that weekend. Instead of processing the packages and getting it delivered on Monday, he left on his desk. (What the heck was he thinking). The packages didn't get delivered til Tuesday. The customer was a financial institution and the documents was all paperwork for mortgages etc. Monday was the end of the fiscal quarter. If those pkgs were delivered on Monday, we still would have kept the business, but instead the pkgs were late, and the customer couldn't book this revenue in the correct quarter and reported less then desirable numbers to wall street. Due to the late pkgs, and the obvious failure by UPS. The customer switched back to FDX. The supervisor is still working, and didn't lose any pay. The Sales Mgr didn't get SIP that quarter. He lost thousands in pay due to a screw up by operations.
Don't get me wrong. I started in operations as an hourly, I did operations in PT mgmt and then was a FT Service Provider, then went back to FT mgmt in operations (both Hub and Pkg). I've also done rotations in 4 staff departments. I also believe we should have rotations, and it helps each of us to learn about the company.
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