Is the Customer Always Right? Emphatically No! Is the Customer King? Emphatically Yes!
Herein lies the dilemma. Customers are not always right and sellers frequently know more about what is right for their customers than do their customers. And, no one likes to be told that they are wrong, particularly if you are the person who is paying! The customer may not always be right but they surely are the monarch in that they are the keeper of their purse and, if they choose not to open it for you, so be it, right or wrong, you are not going to be chosen. It depends w
Sales Managers; Who Needs Them?
In my experience, the role of Sales Manager is the least well supported of all functions. And, it starts with the title. It should be Sales Leader. People are lead, processes are managed. How many people like to be “managed”? Do you look forward to being “managed”? However, very much as in the vehicle world we have been accustomed to use the words “shock absorber” for “spring damper” (dampers do not absorb shock) so we have the legacy of dealing with the term “manager” in pl