The Almighty Order

By Mike Philie
In March 30, 2011

Ah yes, the almighty order. Printing companies need orders to survive but yearn for sustainable accounts to thrive. As the reps chase orders they are driven to lower the price until someone says yes. Most business people would say this is not a sustainable business model. The reps however will tell you that, “at least it’s an order.” Most commission plans pay based on the value of the orders brought in every day, every week and every month. While logic may tell you that identifying an account with greater potential would lead to many more orders over a longer period of time, most reps aren’t concerned with what happens over that longer period of time as much as what happens this month to cover their draw. This remains an ongoing battle in the fight between orders and accounts.

Take a look at your compensation plan and more importantly, your sales plan to determine whether or not either are supporting the business that will allow you to thrive moving forward.

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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