Sales 'Fiefdoms' a Longtime Issue

By Chris Preimesberger  |  Posted 2009-04-03 Print this article Print

Such sales "fiefdoms" are a historical problem-and that goes for any kind of sales organization, King said.

Another industry source told eWEEK that even though Sun said that channel partners will be handling more of the direct business relationships with customers, salespeople within the Sun staff undoubtedly will still be initiating contacts.

"Frankly, from an economic bottom line standpoint, this is like Tom Sawyer white-washing the fence: You hopefully take some of the responsibility and cost off your own plate and put the work into the hands of willing participants," King said.

New Opportunities for Laid-off Sun Salespeople?

Given the regional and industry-centric nature of many of the sales in the midmarket, King said, there may be some new job opportunities for sales reps who get caught in the Sun layoffs.

"At the end of the day, sales is all about relationships. If you can go to somebody who's now going to have the responsibility for that area or those customers, or that industry, and say, 'I used to be with Sun, I've got this many years, I know all those players you're going to want to talk to; I'm happy to bring myself and my Rolodex to come to work for you,' it's a heckuva lot easier to get up to speed with a rep like that than trying to train somebody up from nothing," King said.

Editor's note: This story was updated to include new information about when the acquisition will be announced.

Chris Preimesberger Chris Preimesberger was named Editor-in-Chief of Features & Analysis at eWEEK in November 2011. Previously he served eWEEK as Senior Writer, covering a range of IT sectors that include data center systems, cloud computing, storage, virtualization, green IT, e-discovery and IT governance. His blog, Storage Station, is considered a go-to information source. Chris won a national Folio Award for magazine writing in November 2011 for a cover story on and CEO-founder Marc Benioff, and he has served as a judge for the SIIA Codie Awards since 2005. In previous IT journalism, Chris was a founding editor of both IT Manager's Journal and and was managing editor of Software Development magazine. His diverse resume also includes: sportswriter for the Los Angeles Daily News, covering NCAA and NBA basketball, television critic for the Palo Alto Times Tribune, and Sports Information Director at Stanford University. He has served as a correspondent for The Associated Press, covering Stanford and NCAA tournament basketball, since 1983. He has covered a number of major events, including the 1984 Democratic National Convention, a Presidential press conference at the White House in 1993, the Emmy Awards (three times), two Rose Bowls, the Fiesta Bowl, several NCAA men's and women's basketball tournaments, a Formula One Grand Prix auto race, a heavyweight boxing championship bout (Ali vs. Spinks, 1978), and the 1985 Super Bowl. A 1975 graduate of Pepperdine University in Malibu, Calif., Chris has won more than a dozen regional and national awards for his work. He and his wife, Rebecca, have four children and reside in Redwood City, Calif.Follow on Twitter: editingwhiz

Submit a Comment

Loading Comments...
Manage your Newsletters: Login   Register My Newsletters

Rocket Fuel