Lesson Learned – Changing an Environment with Workforce Lacking Competencies

Okay, I got the management to agree on corporate sales program. However, I made an error in the process. I did not really get buy in from the actual sales team staff doing the field job. These sales persons are currently doing channel sales management and resist on calling corporate companies for sales. After a few days of asking them to call corporate clients, they just say corporate companies are not interested to purchase Touch ‘n Go as corporate premiums / gifts. And that is very demoralizing for me.

Although their superior, the sales manager, is supporting the change initiative, he too thinks that the current sales team does not have the sales capabilities to do corporate sales.
I failed to look at the current workforce competencies in the early stage. I need to seek an outsource workforce to do corporate sales. They are many agencies specialized in doing advertising, media buy and premiums. Maybe they are keen to do corporate sales for Touch ‘n Go.