I was listening to a group of b2b sales talk about getting into the executive offices for sales visits – read as sales presentations in most cases. The interesting thing about the discussions was the fact that no one felt sales people were the main issue.
In other words, these sales people were talking about how these executives were spoiled, their egos were too big to meet with them, and the executives were arrogant or too good to visit with the sales people. It was all I to do to keep from laughing.
Executives are human beings and thus they also act like humans and do things the same way anyone would do. Okay, I know I just confused everyone – including myself ? . So let me explain what has actually happened and tell you about the four major reasons Executives prefer to limit their visits with sales people.
Here are the four major reasons Executives choose to do other things than visit with sales people…