Never Assume

By Mike Philie
In May 12, 2009

In these days of email, twits, smart phones, CRM's, texts and yes, even blogs we assume, at least I did that most sales folks are up to speed with how to use many of these digital tools. Boy was I in for a rude awaking as I introduced some basic spreadsheet tools to several companies over the last few weeks.

It is very sobering to see how many (not all) of the reps reacted when asked to enter text into an excel spreadsheet and attach it to an email. Granted the content that I was looking for was new to their way of thinking but the basic computer skills are not where they need to be. I even had a couple of them say that they'd like to do it but that they do not have excel installed on their work computer…interesting. 

Well, as long as all this computer stuff is for internal use only and as long as customers don't ask us to communicate or share information electronically we'll be just fine. Oops…this is not a pretty picture.
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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