Point: Salespeople and senior managment: Not a "match made in heaven"

When queried regarding attitudes toward company, job, customers, managers, products and other issues, salespeople tend to respond in a generally positive vein. However, one topic evokes a surprisingly high portion of negative responses on both objective items and subjective questions - senior management. A very significant proportion of salespeople responding to surveys recently administered in 3 companies strongly disagreed with statements such as "top management cares about my well being" and "senior management appreciates the input of the sales force." Reasons for this dissatisfaction are discussed.