This still seams to be this crazy part of most sales staff arguments. There are so many way's companies do it, or have done it forever. In fact, the worse thing that I hear is; well, that is the way we always have done it! Companies change to improve their customer's experience, marketing and promoting of their goods and services, even compensation, but never seem to change how the rotation of new customers walking in the door are divided through rotation. Most times, customer rotation is not changed because companies don't account for new ways "today's" smart and informed customers now shop. Just a few years back, many customers still gained most of their product information through going to stores to get it. Today, the shopper does get information from the salesperson, views, touches, smells, and experiences the product when at the store and buying. However, most customers by the time they have got to a store, they have done extensive research, comparisons, pricing, and have many times even called in to notify a salesperson they are coming in. This is where, "Salesperson Rotation" changes are now a must to stay current with new shopping habits of today's customers.
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Many sales people do not want to hear that a company wants to change their sales "Up" rotation procedures to stay up with current buying trends. Especially if new procedures, rewards the sales people for prospecting and generating business through the many different online mediums to generate new business. Online Prospecting can fish for those many shoppers who are doing their pre-purchase research. SO, by the time the customers is ready to buy, they walk through the door and ask for that salesperson by name. This disrupts "Old School" sales rotation programs, as it is not designed for that. So, what happens is the person who works shard, prospects, and generates new business for walk in customers asking for their name, looses out on the cold walk in customers generated by the company efforts. The push back by sales people who are not for excluding ALL customers asking for a salesperson by name from rotation, is usually the person who doesn't or is not willing to do anything to generate individual business, and waits for only a next up walk in.
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Companies who want to see growth, need to initiate reward for individual sales staff efforts to prospect. Companies will see a growth surge as sales people who want more up's, will start to also generate walk in traffic asking for them. When a customer enters and say's they are here to see someone by name, that is the same as a be back, and that sales person STAY'S in next rotation after they are finished with their customer. Sales people need to benefit from rotation, and not be penalized by generating business. Double the business, sure! everyone can double, just start working and not waiting!
Remember, if you reward those who work, others will follow. The one's who refuse to change and won't work and just want to kill time till their eventual up, will ultimately die off. This is just part of the evolution of change to stay relevant with today's buying process.
