Acting as sole contact for customer can hurt sales

10/8/2009 |

Too often, salespeople feel as though they should be their customers' only point of contact in the company. While this may afford opportunities to enhance one-on-one relationships, it ultimately hampers sales capability, according to Dave Kahle, who writes: "It fills the salesperson's day with needless administrative tasks that can be done better and cheaper by someone else inside the company."

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