what are manufacturers doing about this while 2007 sales budgets still had three quarters to go toward accomplishment?
We posed that question to manufacturers in new research for the 2007 report on the convergent security market. Slightly more than half claim to have taken some form of action about this important buying trend. Sales Teams Receive New Training According to research results, 41 percent of respondents — mainly video manufacturers — claim to be currently training their sales forces in how to deal with IT managers. Whether this training extends to all agents, including sales reps, integrators, dealers and distributors, as well as salaried sales forces is not clear. But if salaried forces are primary in receiving new sales presentation direction to address the convergence of security and data networks, at least some of this is spilling over to commissioned agents and middlemen. This largest group consists of 41 percent of suppliers who are presently implementing this training, plus another 15 percent that claim to have developed, and are now employing, new sales techniques to address this ne
