Non-productive sales culture devoted to internal meetings during most productive selling hours
Pros: great product set, best brand recognition
Cons: sales job had become 100% forecasting
I need to get back to direct field sales execution or an impactful role. IBM has a fantastic product strategy, filling more of the IT middleware foundation boxes than any competitor. However, execution of the strategy has been hampered by a sales culture of endless cadence calls regarding forecast updates. In my role of managing all of the Business Partner relationships (over 70) doing business in the Great Lakes, Mid-Atlantic and Northeast states I was not leveraging my sales and business development skills across the industries with which I have years of familiarity with line-of-business issues.
I spent many hours each week mentoring far less experienced sales people in the field.
The Channel Sales organization was understaffed and I was not authorized by management to accept other roles within IBM because my job could not be back-filled.