Sales Effectiveness Gap

By Mike Philie
In November 18, 2008

If you Google "Sales training" you'll get over 23,000,000 hits. If you enter "Become a better sales person" you'll get 3,500,000 hits…wow! There are some wonderful sales training organizations out there that can provide you with a wealth of information and help you with the skills necessary to become an effective sales person. With all that information out there I really get ticked when I run into print sales people who haven't taken advantage of any of it.

Many in the print world view solution selling and consultative selling as new ways to sell. Well, while they may be new to print, they've been around for a long time. One of the challenges for our industry is to make the leap from selling jobs to providing solutions that'll grow into solid relationships over time. One of the impediments to becoming a good "solutions provider" though is the lack of basic selling skills to start. How can you tackle the hard stuff when you struggle with managing a prospect list? Or writing a good letter? Or being creative in getting appointments?

Finally, selling print and print related services is difficult today. It's even more difficult without the basic skills necesary to be effective. I encourage all reps to work on their self improvement. How? Buy a book, take a class, do something! Owners, provide an environment where self improvement is encouraged and supported. Incorporate it into your regular meetings. Doing nothing is not an option…good luck!

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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