I love going out and meeting my customers and I’m making a conscious effort to do this more often, rather than being desk-bound. All new potential customers will at least have an initial face-to-face meeting.
I hate not being able to meet all of my customers’ expectations. I support small Communications Providers (CPs), who are typically very fast-moving and require at lot of post-sales help. It’s frustrating if I can’t always move at the same speed and offer the reseller experience they want. I’d like to be able to change the balance between providing post-sales support and selling, as it’s swung far too much towards post-sales. I’m addressing that in my personal development plan and I’m using the BT Sales Academy to review and progress it. At the moment, we have a major new competitor and we’re trying to understand their offer so that we can show how our solutions will still be better for potential customers.