Friday, October 28, 2011
October 28, 2011
I'm concerned. Because I'm seeing it. I'm concerned that the access and
convenience of e-mail and A.E.s with Blackberrys have replaced
face-to-face calls. I observed it first-hand.
A rep genuinely thought what he called "a thorough e-mail" was as valuable
as a real call. And, he explained, I can knock out 30-40 of these a day.
That scares the hell out of me. And I hope I don't have to explain to you
Simple solution: Ask your reps when was the last time they sat down
face-to-face with each of their Top 20 clients. I certainly hope more than
half of them were in the last 14-21 days.
Comments? E-mail me at email@example.com.