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I worked at Persistent Systems (India) (More than a year)
This company has a lot of capabilities, too many for an individual sales person to totally grasp.
Executive management waste a lot of the sales force time (especially in he final two weeks of the quarter) on weber and meetings. On boarding process non existent. Serious lack of marketing and business development. Pipeline can not just be left up to the sales teams. Account owner position needs to be focused and clearly defined. To date, the AO's are do far to many non relevant tasks that dilute customer focused activities.
Advice to Management
Understand the culture of the market you are approaching and adjust your operations to it, not the other way around