Chapter 5Trouble With Titles
During his final interview for the open sales position, Aaron requested the title of solutions consultant. Carolyn, the director of sales, was taken aback. Everyone on the sales staff had the title of sales representative.
He told Carolyn “sales representative” elicited an initial negative response, and resistance from potential customers. The title didn’t reflect his close work with the company’s sales engineers to customize solutions for his clients.
Several decades older than Aaron and wanting to work well with him, Carolyn agreed to the request. As long as he achieved quota, she reasoned, what did it really matter? Maybe the title of sales representative was passé.
After his first few weeks on the job, several ...
Get The Sales Leader's Problem Solver now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
