Utilize Your Team

By Mike Philie
In December 6, 2011

Another sales self inflicted wound happens when you don’t utilize your team to maximize your market effectiveness. Most companies have built a support system of customer service, estimating, sometimes a job planning team, operations, finance and marketing support. In addition, there is a sales manager, someone to help with technology and of course, the owner or president of the company. If you are not utilizing these resources to their maximum you may well be limiting how much you can do, what depths you can penetrate within a client and expand networking opportunities within your existing clients and new business prospects.

These are resources that you should be utilizing to the fullest. Not taking advantage of these skills is really a missed opportunity. But how can you use them? There are a number of different ways based on your objectives but the easiest way is to ask for help. Explain what you are trying to accomplish to your direct supervisor and ask them to recommend who else should be brought in to help. The degree of assistance can and will vary based on the situation. It could range from a full blown strategy session and team presentation to a prospect to simply validating your game plan. You’ve got a built-in team of experts who are on your side, no need to always go it alone.

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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