My second grade son understands the concept of chores. Do them and he gets an allowance. But "do" is a relative term. He has an endless array of methods to whittle down his actual work load while still expecting full pay. It reminds me of what salespeople ask for and do everyday, like get dirty with interns.
I've heard salespeople ask for cold callers, appointment setters, folks to mail packages, write letters, market, and people to create proposals. But sales interns creating sales power points? Say what?!
You heard me. And not just for some lame meeting. We're talking BIG presentations. Power Point is often such an after thought that the intern does it. No wonder they suck so bad. No wonder "death by Power Point" is a common phrase. But this isn't about Power Points. This is about a larger question: what are your responsibilities as a salesperson?
If you have someone to make cold calls, set appointments, mail packages, write letters, market, make proposals and the intern does the Power Point dirty work, what the heck do you do? "Well, it gives me more time to do my job," is a common answer to that question. Would "your job" be doing your homework before a meeting or presentation? Sadly, for many the answer is "no" which inspired the post "Do Your Homework, Dumb Ass."
Smile and shake hands? Okay. Present a Power Point the intern made? Check. Send follow up materials? Maybe. Here's a question: do you think the top 20 percent of salespeople allow interns and subordinates do the dirty work even if those resources are available? I seriously doubt it. But I would bet the other 80 percent of salespeople do.
It seems impossible that you could deliver a unique solution for a prospect without knowing them inside and out. Unless you get your hands dirty. That means picking up the phone, prepping for your meetings, writing your own letters, creating proposals and oh yes, making your own Power Points.
If you don't do those things, you might as well change your title to PR because that is all you are. What do you think? What is a salesperson's job? Tell me it doesn't involve getting dirty with interns! My son would love an intern to do his work. You would never do that, would you?