Why Customer Service Destroys Salespeople

Mark Hunter believes if you ask any CEO about their “issues,” you will hear that one of their biggest is finding and retaining good salespeople. Something happened on the way to a sour economy: Too many companies learned the hard way that their salespeople didn’t know how to sell. Instead, their salespeople were good at taking orders and providing customer service. There is nothing wrong with this approach, as long as the marketplace is always going to serve up new customers and keep current customers in business. Does that kind of marketplace always exist?

One thought on “Why Customer Service Destroys Salespeople”

  1. For long-term success, the “hunter” salesperson needs to have confidence that their customers will be well-serviced after they close their sales. If the company falls short taking care of the customer after the salesperson closes the sale, the “conscientious” salesperson 1) gets “bogged-down” trying to provide customer service to save their sale and fulfill their “pledge” to their customer. This distracts them from their “hunting” function. If this continues to happen, they can lose confidence in their company which obviously has an impact on their ability to sell. If you want to retain good “hunter” salespeople, make sure your company is committing the resources to take care of its customers. In addition, if you’re looking for “hunter” salespeople, make sure you’re hiring “hunters” and not “farmers”.

    In this economy I don’t know of too many companies who have a marketplace that is always going to serve up new customers and keep current customers in business, especially the latter. Maintaining a competitive advantage and knowing (and communicating) how your product or service helps your customer’s “bottom-line” can certainly contribute to your success.

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