Since I have joined this new company, I have been wondering who, actually, is a salesman? For some time I gave some liberty to my sales men who have grown up selling Pepsi and not beer. Liberty was there because they grew up in the culture of Pepsi, the carbonated soft drink and not beer, an alcoholic beverage. But now this liberty is eating my head up. I don't know about the selling culture here, but I wonder why every time my salesmen are looking for the schemes and complementaries? Are they salesmen or postmen of complementaries and schemes? I don't know for sure whether it is only my problem or problem with other companies as well. If I have to sell my product with the ammunition of schemes and complementaries only, why the hell do I need skilled salesmen and pay them high?
Furthermore, what is the reporting responsibilities of salesmen? It is not taught here. Now if I ask them for reporting they stay all the time in office preparing the report itself and hamper the sales. Is it the change management that is required? If yes, then for whom? Me or my salesmen?
My salesmen are also not ready to spend time working at late evening or night. They are not ready to accept the fact that now they are selling beer and not Pepsi.
I am really confused as to how to lead this team and whether this team is capable enough to carry the new brand on their shoulders. Everybody here is aware that they have to fight with the giant named Gorkha Brewery but they are not willing to accept the fact that they are really lacking in so many fronts and their focus is required in those areas.
My dilemma is from where to start. Any suggestions?
Furthermore, what is the reporting responsibilities of salesmen? It is not taught here. Now if I ask them for reporting they stay all the time in office preparing the report itself and hamper the sales. Is it the change management that is required? If yes, then for whom? Me or my salesmen?
My salesmen are also not ready to spend time working at late evening or night. They are not ready to accept the fact that now they are selling beer and not Pepsi.
I am really confused as to how to lead this team and whether this team is capable enough to carry the new brand on their shoulders. Everybody here is aware that they have to fight with the giant named Gorkha Brewery but they are not willing to accept the fact that they are really lacking in so many fronts and their focus is required in those areas.
My dilemma is from where to start. Any suggestions?
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