Friday, October 28, 2011

I'm concerned.  Because I'm seeing it. I'm concerned that the access and
convenience of e-mail and A.E.s with Blackberrys have replaced
face-to-face calls.  I observed it first-hand. 

A rep genuinely thought what he called "a thorough e-mail" was as valuable
as a real call. And, he explained, I can knock out 30-40 of these a day.

That scares the hell out of me. And I hope I don't have to explain to you
why.

Simple solution: Ask your reps when was the last time they sat down
face-to-face with each of their Top 20 clients.  I certainly hope more than
half of them were in the last 14-21 days.