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Office Vs. The Field: Accessibility
April 20, 2007
One manager and one salesperson square off on issues facing sales organizations today
At issue: Should salespeople be accessible 24 hours a day?
Manager: Unfortunately, yes. The days of checking out or being off the radar are over, thanks to all this marvelous technology that has been provided to us sales and marketing folks. On the positive side, technology today can help us keep on top of our business and earn the customers' faith by helping us with servicing our clients. Additionally, mobile technology can also help us keep the information flowing with HQ and, as a result, help keep sales and marketing strategy in alignment with the marketplace. On the downside, the workweek is now 24/7. It’s a salesperson's responsibility to keep on top of BlackBerrys, cell phones, etc. While this may cut into relaxation, anyone who is determined to succeed must know that there
is always a competitor out there, somewhere, gunning for your clients. Business is moving at the speed of light. The pace is a lot quicker and, if someone is out of reach, that can mean the business goes away. With that said, I do think there is a time and a place for your technology—if you manage things appropriately, it
can help.
—Chris Wightman, president, ProLink Media (the advertising division of ProLink Solutions, a Chandler, Ariz.–based provider of golf course GPS systems and on-course advertising)
Salesperson: I didn't want a BlackBerry and I eventually did get one two years ago. It was a good decision. I sell fractional ownership in private jets and have owners who fly 24 hours
a day. If they have an issue or problem, I really need to be accessible. If I'm responsive to my owners, it strengthens the relationship. I do turn it off between 10 and six, but we also have an operations center they can contact if they have an issue. First thing in the a.m. if I need to be involved, I will. Ironically, the BlackBerry gives me the ability to have a life. I can go somewhere without having to be afraid that I’m missing something. The phone in my office pages me when I have a voice mail, so I know immediately—I don’t have to check my messages 100 times a day. I really don't see a downside to having it, because even though I’m accessible all the time, I can respond when I want to.
—Mike Goode, sales professional and senior vice president, Net Jets Aviation, based in Columbus, Ohio
Sales & Marketing Management Magazine
This article is brought to you by Sales & Marketing Management, the leading authority for executives in the sales and marketing field.
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