Commentary from an Industry Insider

Where does courtesy begin/end in our industry?

Now we all have stories on how we got into the business, where we’ve been, etc. After being in the industry myself now for more years than too many of the bozos I come across, I sometimes question how people got into this industry. Who the hell let them in? Who taught them their ways, or in this case, who let them represent a company without teaching them anything first?

Over the years, I’ve represented companies and/or campaigns exclusively, some lasting a few months, some years. This is a story to those who don’t have that experience and want business from me, or someone like me. Sales reps, especially those that are new, you do not know it all and you cannot talk to me as though you are my best friend. Until you prove so, I’m not your friend. Nothing personal. Also, if you call on me for the first time, do not speak to me like you have something on me, like you know something that I don’t about my own campaign. Here’s an example. I absolutely love when someone calls me for the first time asking for more money, telling me how great their company is, and why they deserve to be treated like royalty, even though they had a whopping 5 sales last month on the particular deal.

All I can think is who the hell hired you, and why do you still have a job after calling me and acting like a complete a-hole? If I sound mad, it’s because I am and I don’t know how others aren’t.

The companies who hired them aside, for the reps, who told you to act like this? And why would you act like this knowing nothing about the relationship between the two companies, or what your actions might cause? If my reps spoke to new or old clients like that, they’d be fired then and there, no question. Why should anyone have to put up with that crap? I’ll also make sure you never work for anyone in the industry that I respect or have done good business with………notice that those two attributes are not one in the same, and we all know the reason. As the old saying goes, it’s business, not personal.

But let’s face it, after I fire you, and blacklist you across the industry, you’ll find a job with another shady company who doesn’t care what your name is, care about your past, or your demeanor. They just want another rep on the phone making calls to swindle in some more money for their crap company. Correct me if I’m wrong. Brutal, but true.

Heads up to all the decent companies out there that employ butt munch sales reps; get them in line. Next rep that calls me asking for more money, or telling me that they have the "exclusive" (love that one), or that other networks have a better deal, I have no problems trying to get you fired, or at least get you off of the account. We don’t have time for such games.

And, always remember that every email, IM, and phone conversation is on record in this industry, and if you don’t have those types of records, I suggest that you start a catalog now. Mine have been on record for years, and believe me, it has paid off.

Lastly, there are a few companies out there that tell, or teach, their reps to be jerks on the phones, trying to set a tone for how the relationship will work, meaning their way or the highway. You know who you are, and know that everyone notices. Know that these reps are not appreciated, and in the long run they cost you business, because who wants to deal with Reps in a company like this, on the phone, email, etc. You are a commodity. They shape you not the other way around. Do your career a favor, get out of those places.

Your reputation is everything in this industry, and having sub-standard reps is not a great way to introduce yourself to a potential client.

Cheers,

The Industry Insider