Re: Why are the carriers so clueless?
Their 'training' may be as simple as a internal product release memo via email highlighting key selling points and features, and a more detailed sheet available on their intranet. Most OEM's have reps that will visit the stores as well to do some 'working' field training, or possibly conduct a brief training during a store's staff meeting. Mandatory "homework" doesn't generally fit the job description of a retail salesperson.
As to commission, generally speaking they will be assigned a quote of new activations, target amounts for accessory sales, etc, but the variance in commission will usually be tied more to the profitability of the plans/features sold than to the specific device.
Retail employees are the front line in the sales effort, so training directed towards them will have greater benefit for the carrier than training to nearly anyone else. The only people outside of middle/upper management and marketing that are likely to get it early would be technical support and engineering; the rest (general customer care, retail/telesales, etc) usually all see that information only just before a launch if it's under a general NDA as it the carrier doesn't want sales reps discussing devices that cannot be sold at that moment (bird in the bush...).
Their 'training' may be as simple as a internal product release memo via email highlighting key selling points and features, and a more detailed sheet available on their intranet. Most OEM's have reps that will visit the stores as well to do some 'working' field training, or possibly conduct a brief training during a store's staff meeting. Mandatory "homework" doesn't generally fit the job description of a retail salesperson.
As to commission, generally speaking they will be assigned a quote of new activations, target amounts for accessory sales, etc, but the variance in commission will usually be tied more to the profitability of the plans/features sold than to the specific device.
Retail employees are the front line in the sales effort, so training directed towards them will have greater benefit for the carrier than training to nearly anyone else. The only people outside of middle/upper management and marketing that are likely to get it early would be technical support and engineering; the rest (general customer care, retail/telesales, etc) usually all see that information only just before a launch if it's under a general NDA as it the carrier doesn't want sales reps discussing devices that cannot be sold at that moment (bird in the bush...).
Facebook
Twitter
Instagram