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Taking it from fdx
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<blockquote data-quote="racerx" data-source="post: 55070"><p>Sorry it took so long for me to get back to you, boys and girls. Being an upper cruster means I get 10 weeks of vacation. I just got back from Europe and boy, are my arms tired.</p><p></p><p>I dont feel superior. I just feel that I can see both sides to an argument. Apparently that trait does not exist in vast quantities on this board. And I never said that I could do everything by myself. Please, go back and look at my posts and tell me where I said AEs rock, Drivers suck. I didnt. I wouldnt. My first post was in response to speeddemon who made a blanket statement about his sorry account execs. Okay, I admit my post was extremely sarcastic, but the point was still there if you werent involved in managing the account - not servicing the account - then you dont know what went on. It was my hope to begin a discussion about what goes into maintaining an account. Instead, it became a Drivers rock, RacerX sucks discussion. I agree with over9five if the AE did not explain why the account was lost to the drivers, then he/ she does suck. That line of communication is so important!</p><p> </p><p>My next post was an attempt to explain to feederdude that we do not win or lose accounts strictly on whether the customer likes the driver or not. That is a factor, but the amount of importance of that factor diminishes the farther away from the dock the transportation decision is made, or as the amount of revenue increases. Take Dell for example. We have won and lost that account multiple times. Not once did the likeability of our drivers come into play. It was purely financial.</p><p></p><p>Wornoutupser, thank you for taking a sincere interest in your Centers accounts. The fact that you stayed on the account management team shows that you really do bleed brown and I applaud you for it. Was the diversion of your account due to lack of response by the AE? Maybe And if that is the case, get rid of him/ her. However, other statements in your post give clues to why it might not be entirely the AEs fault (Please!!! I said might not be his fault). As you know, this company manages to attain numbers, not results. No where is this more true than in BD. Let me explain.. As an AE, I knew what my priorities should be: #1 Maintain my current business, #2 Gain new business, #3, everything else. The company believes it is exactly the opposite. I have been involved in many meetings where we talked about making more calls, or getting more contact time but nothing was said about what accounts were being worked on. I would hear weekly if my number of calls per day fell below a certain number. It was made clear that the most important thing was maintaining numbers, not maintaining business. That, my friend, is why I am not an AE anymore. If your rep could not fit one of his largest accounts that he knew was about to divert into his schedule and had to reschedule twice, then maybe he does not belong in sales. But again, I was not involved with that account so I do not know. I believe it had more to do with the priorities that were set by his management team. And if that is the case, then that is just sad</p></blockquote><p></p>
[QUOTE="racerx, post: 55070"] Sorry it took so long for me to get back to you, boys and girls. Being an upper cruster means I get 10 weeks of vacation. I just got back from Europe and boy, are my arms tired. I dont feel superior. I just feel that I can see both sides to an argument. Apparently that trait does not exist in vast quantities on this board. And I never said that I could do everything by myself. Please, go back and look at my posts and tell me where I said AEs rock, Drivers suck. I didnt. I wouldnt. My first post was in response to speeddemon who made a blanket statement about his sorry account execs. Okay, I admit my post was extremely sarcastic, but the point was still there if you werent involved in managing the account - not servicing the account - then you dont know what went on. It was my hope to begin a discussion about what goes into maintaining an account. Instead, it became a Drivers rock, RacerX sucks discussion. I agree with over9five if the AE did not explain why the account was lost to the drivers, then he/ she does suck. That line of communication is so important! My next post was an attempt to explain to feederdude that we do not win or lose accounts strictly on whether the customer likes the driver or not. That is a factor, but the amount of importance of that factor diminishes the farther away from the dock the transportation decision is made, or as the amount of revenue increases. Take Dell for example. We have won and lost that account multiple times. Not once did the likeability of our drivers come into play. It was purely financial. Wornoutupser, thank you for taking a sincere interest in your Centers accounts. The fact that you stayed on the account management team shows that you really do bleed brown and I applaud you for it. Was the diversion of your account due to lack of response by the AE? Maybe And if that is the case, get rid of him/ her. However, other statements in your post give clues to why it might not be entirely the AEs fault (Please!!! I said might not be his fault). As you know, this company manages to attain numbers, not results. No where is this more true than in BD. Let me explain.. As an AE, I knew what my priorities should be: #1 Maintain my current business, #2 Gain new business, #3, everything else. The company believes it is exactly the opposite. I have been involved in many meetings where we talked about making more calls, or getting more contact time but nothing was said about what accounts were being worked on. I would hear weekly if my number of calls per day fell below a certain number. It was made clear that the most important thing was maintaining numbers, not maintaining business. That, my friend, is why I am not an AE anymore. If your rep could not fit one of his largest accounts that he knew was about to divert into his schedule and had to reschedule twice, then maybe he does not belong in sales. But again, I was not involved with that account so I do not know. I believe it had more to do with the priorities that were set by his management team. And if that is the case, then that is just sad [/QUOTE]
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