I was marked in a mail today morning from one of my Business Developments guys who was told by the Sales Manager to collect the pending dues from clients. By the way, my Company is an Education startup called InOPEN Technologies Pvt. Ltd.
Hello Sales Manager,
With all due respect to you & your experience I don’t agree with your point, Sir. Why is a Sales Person asked to do everything? Pre-activity for sale, generate lead, follow-up with lead & convert them into prospective, then prospective to account. After doing this whole chain we have to coordinate for the delivery of books & CDs. We have coordinated for Teacher Training & I am sure, shortly, we will have to coordinate for hand-hold visits as well. Even after doing this we have to go to school & ask for the payment as it’s our primary responsibility. Is there any thing else missing which we are supposed to do?
– A Frustrated Business Development Guy
I should have been alarmed or gotten angry at the sender because I felt that it was perfectly legitimate for the Sales Guy to also follow up with the client. Instead, I was amused. The email triggered some interest in me to understand such situations in general. I do spend a lot of my time analyzing similar problems as I deal with such conflicting/demanding situations every day. My internal fights are mostly between the entrepreneur and individual inside me. I dived deep in this situation and started thinking about how I can make this guy understand the true nature of things. I struck upon a very long explanation and here I am sharing it with you guys. Bear with me for this long post.
I will explain this scenario with an analogy of an ‘ideal’ marriage. I feel client relationships are marriages (as in commitment) we have with our clients. We all aim to have ideal marriages, but do we succeed?
Ideal marriage according to me is an ideal match between 2 people, an ideal life long relation between both the families as well as the couple. Disharmony ‘anywhere’ in the equation is generally not considered to be ideal.
How does a typical marriage take place? In my opinion, marriage has two important phases, pre and post, which I will categorize under Karma and Dharma. Karma here refers to work/actions done and by Dharma I mean ‘Responsibilities and Ethics’ associated with it. Karma in pre marriage and Dharma in post marriage.
Karma can be broadly classified as actions (hard work) undertaken to start a relation. When you start dating someone or start seeing girls in an arranged marriage, it’s mostly you who (i.e groom) is in action. In later stages, you will also ‘have’ to involve and seek support (as well as approval) from your family. Of course there are people in your family whom you look to get some support. Only when a unanimous decision is achieved between you, your family, the bride and her family, the marriage activities commence. Remember, I am talking about an ideal marriage. It broadly includes setting up relationships by regular dating/meetings, commitment, and ‘sealing it’ by taking auspicious circles around the holy fire or by reading the holy scriptures. This, I feel, are just the first steps towards ideal marriage and far from claiming it to be successful. I am sure we all must have seen brilliant individuals fail when they get into a relationship. This happens because it not only requires a lot of commitment but a hell of a lot of understanding. Couples even have to sign a Govt. marriage registration form and get a certificate validating it. So this is a very very typical process. Now begins the Dharma part.