Have any AEs been told to go into the office if you’re not visiting customers 4 times a week?
16 replies (most recent on top)
Some really lame comments here.
- 4 x meetings per week
- busy this, busy that
- AEs / ISRs blah blah
Do however many or few meetings needed to smash your number and your competition. Just like the competition are doing right now. To us.
The FSR value has been destroyed by leadership. You can't have a new FSR every 6 months and expect customers to fully engage. They know they will have another AE in less than a year so they dont bother with developing relationships. Leadership will keep blaming everyone and everything but themselves for their pop corn, flailing, flip flopping strategies.
AEs hunt, Presales traps, ISR harvests.
As much as the AE hides behind their ISR, many ISR's hide behind the AE as they do not want to be on the hook.
AE's could do more, of course they can. If an AE finds themselves sitting looking at their emails all day, most days, they are doing an AE wrong. That's the ISR's job, inside sales. AE's should be out in the field not sitting at home looking at their inbox.
A nerve has clearly been touched.
AE's hide behind their ISR, not all, some can actually lead and sell. Most do not, most sit about waiting for that refresh or to be approached by the account buyer.
With the exception of those DTS accounts, most accounts could be managed by the ISR alone and there would be no change to the revenue, for those few occasions where there's an escalation too big for the ISR or a bid event, or presentation once every 6 months, someone senior could stand in, the rest of the time, we all know the ISR does the work and gets paid less than half of an AE salary.
@plo+1uSdvQAg A lot of AE’s don’t know their head from a hole in the ground. They think they are God’s gift to sales, when they really just over promise, under deliver and blame everyone else for their shortcomings. You sound like you might be one of them.
i heard it was 10-12 visits per week
RTO for now is just for regular sales team members (not AEs or support). No room for anyone else right now anyways.
Reality check. I am an AE and I do a lot more than 4 customer meetings in a week. I also come to the office or head to home office when I dont. Depends what needs to be done.
Long before COVID AE's were remote. They worked between meetings at the customers site or at the office/home, they had team interlocks and communicated readily with everyone. We dont mind at all coming into the office and prioritise customers first. Nothing changed.
Stop all the internal meetings and we will be with customers more.
There is no sales, Sales is done. Cost of borrowing is increasing.
The AE actually sells. The ISRs quote things and do the back end tasks. Still have not seen one do a presentation or have a deep conceptual conversation. Just because you take the order and price things. That’s not selling.
They have been told this, and although I do thnk this is OTT, I do belive AE's do very little leaving their ISR to do most of the work. AE's pop up to be seen to give the illusion they are 'leading' some even convince themselves that they do lead, rather than going with the flow of the account.
BS and JC know this too. If the AE's actually did their job instead of just manning their mailbox or out playing golf, sales might not be as bad as it is.
AEs are still selling from home like during covid
Fake sales meetings are a problem. Soon management will be using geomlocation On laptops to make sure in person meetings are happening.
I doubt AEs will RTO. They can pretty much say they have a customer or partner visit everyday and be excused.
If you are in sales and not visiting customers at least 4x a week .... are you really even in sales??