Be More Effective

By Mike Philie
In February 28, 2011

I see new sales reps doing a great job of building their prospect list, doing research on the companies [well, some research anyway], making the phone calls and getting the first appointments. In several markets actually making an appointment wasn’t necessary and they could just stop in and meet the person they wanted to see. Anyway, they were doing a great job up to this point but then became stuck. Maybe stuck isn’t the right way to describe it. They were not clear of the next steps to take with these prospects.

With a clearly identified sales process and a great set of questions the next steps should be easier to identify…especially helpful for a new rep. If your reps are working hard but not being as effective as you’d like take a look at the process you have identified for your business and determine if it might need a tune up.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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