Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim. A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in products …
oh great, more ethics courses
odd how peasantry who have no contact with sales get ethics courses on business while the sales weasels get bonuses
Re: oh great, more ethics courses
Well it soes say that the direct sales force will also get the business ethics courses too.
Heard it all before
It used to be called the Standards of Business Conduct. Now its called Ethics something or other. Same 5 hour webinar that everyone will click through as quickly as possible to put a tick in the box and stop their name appearing on a spreadsheet to be scolded by middle management.
Will it make a difference? Not when the sales teams still have a Direct and Indirect split in targets...
Business as usual...
So, we keep our direct (you can't have that) and we promise that if our direct sales pilfer deals from under your nose and we decide to proceed direct, we'll reimburse you for your troubles. All other times, we'll give them a sharp crack on the knuckles or fire them....no change there therefore...
A good sales RoE should take nowhere near 5 hours to go over
More like 30 minutes, and that is with a good number of questions. It's really an issue of getting the RoE out to the sales team in those brief sessions and making sure that sales management follows up to reinforce the right behavior.
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