Conference ilbbak::us_sales_service

49.0. ""New Sales Force Strategy??"" by PHDVAX::RICCIO (Bundy in 92!) Tue Nov 12 1991 11:34

    
    
       
    A number of people who have recently returned from Circle of Exellence
    are talking about the "new" DEC sales force strategy. I thought,
    because Mr. Hughs monitors this notes file, this might be a good place
    to ask about this.
    
    In a nutshell it sounds like DEC will continue to have account reps
    focusing on the large accounts and program business on one hand, and
    account reps focusing on the distributors. The distributors will be
    handling everything inbetween. There has been no mention of a time
    frame for this, but by looking at how the districts are pushing, and
    goaling their people, towards using the channels, it looks like it has
    already begun.
    
    I, personally, think this is a good move, provided we can keep a handle
    on the distributors. I beleive this will be the job of the channels
    account reps and managers. 
    
    I have two questions regarding this strategy. First, has anyone else 
    heard this, and is there any "substance" to this talk? And second, 
    where would the CSS sales people fall in here. I truely beleive they
    play a crucial role, and even more so now that we're focusing on
    the integration business. DEC has been customizing/integrating hardware
    for a long time and this is even more important in an integration
    environment. Any comments??
    
    
                                                      Phil...  

    I believe you are referring to two recent talks.  One was to our CSOs
    - explaining our "all channels" (not just Distributors) strategy.  The
    other was at Circle of Excellence when I `attempted' to paint a 
    picture of what our organization might look like 10 years from now, 
    assuming current cost and technology curves.  
    
    The CSO Executive Seminar session (11/4/91) was taped and will 
    be available on VTX (AVCatalog) in approximately three weeks.
     

    
    
    
       Thanks for the reply.
    
    
                                                   Phil...