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<blockquote data-quote="upsdude" data-source="post: 202800" data-attributes="member: 2033"><p>Tie,</p><p></p><p>I don’t think any of us are totally opposed to turning in leads for additional business. I do think UPS needs to take a really hard look at BD. The current system isn’t working. It seems that most of the post here go along with what I see in my center, the BD guys are MIA. </p><p></p><p>I’ve made a lot of money from sales leads in the past by communicating with a really good BD guy. All the sudden he was gone, never in the building. I did run into him on the street one day and he told me the reps were told to “stay out of the center”. They were told to be in front of customers in the mornings, no need to be in the center. How’s that working out?</p><p></p><p>I have a couple good friends in the car business. Car dealerships have a different angle on slow or dropping sales, they hire more salesmen. UPS looks to their drivers as an extension of the sales force, nothing wrong with that. We all know a bad driver could kill a million dollar deal in a heartbeat. On the flip side I’ve seen cases where a decision maker won’t speak to a BD person without his “driver” in the meeting. </p><p></p><p>In many cases it comes down to the inability of BD to close the deal. We have salesmen, they just don’t know how to sell. If they did know how, they’d be making 6 figures selling another product or service somewhere else. Or, how about we go back to using career employees (former drivers) in the BD department. The BD folks I had the most success with had been hard working hourly employees before going to BD. Just a thought.</p></blockquote><p></p>
[QUOTE="upsdude, post: 202800, member: 2033"] Tie, I don’t think any of us are totally opposed to turning in leads for additional business. I do think UPS needs to take a really hard look at BD. The current system isn’t working. It seems that most of the post here go along with what I see in my center, the BD guys are MIA. I’ve made a lot of money from sales leads in the past by communicating with a really good BD guy. All the sudden he was gone, never in the building. I did run into him on the street one day and he told me the reps were told to “stay out of the center”. They were told to be in front of customers in the mornings, no need to be in the center. How’s that working out? I have a couple good friends in the car business. Car dealerships have a different angle on slow or dropping sales, they hire more salesmen. UPS looks to their drivers as an extension of the sales force, nothing wrong with that. We all know a bad driver could kill a million dollar deal in a heartbeat. On the flip side I’ve seen cases where a decision maker won’t speak to a BD person without his “driver” in the meeting. In many cases it comes down to the inability of BD to close the deal. We have salesmen, they just don’t know how to sell. If they did know how, they’d be making 6 figures selling another product or service somewhere else. Or, how about we go back to using career employees (former drivers) in the BD department. The BD folks I had the most success with had been hard working hourly employees before going to BD. Just a thought. [/QUOTE]
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