I heard the following changes will take place with BD.
1 - BD Managers will be one unit.
2 - Additional A/E's will be put into the field
3 - Additional changes to be announced after the first of the year.
I heard the following changes will take place with BD.
1 - BD Managers will be one unit.
2 - Additional A/E's will be put into the field
3 - Additional changes to be announced after the first of the year.
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.
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.
Just think you could always ask to go into operations.......
good point. I love my job! (and logistics)
good point. I love my job! (and logistics)
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
Whats an ora?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
Whats an ora?
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
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?
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).
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"?
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.
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.