Sales Wake Up Call

By Mike Philie
In October 10, 2008

It's been a busy week in Lake W….., oops, wrong script! Anyway, it has been a busy week. The financial markets are tanking, consumer confidence is the pits, my 401(K) is now a 201(K) and printing company CEO's are telling us that the view of their sales organization is not good at all.

The focus of many salespeople is on account maintenance, most reps have matured and their activity has leveled off and many are doing just enough not to get fired. Prospecting is what the new reps need to do and there's no real systematic approach to sales growth on the horizon. As one of my colleagues says, "If your sales force is the team that you're bringing into battle, how do you like your chances?"

CEO's need to get the sales force optimized and realigned with corporate objectives. For those that recognize this and have created a sense of urgency in their business, the rewards are huge. I heard from a CEO on Friday that his sales are up 30% this year and that September was the best month in the history of the business. He's been active with his sales force and recruiting new reps, spends time with his customers and is making things happen for his business.

An opportunity wake up call for all of us!

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.

Leave A Comment