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Brown Cafe UPS Forum
UPS Partners
Business Development Changes
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<blockquote data-quote="upssalesguy" data-source="post: 779493" data-attributes="member: 19599"><p>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.</p><p> </p><p>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.</p></blockquote><p></p>
[QUOTE="upssalesguy, post: 779493, member: 19599"] 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. [/QUOTE]
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