Your Next Sales Rep

By Mike Philie
In July 31, 2013

Your sales force has been working hard and has been loyal to you and your business for years. “Back in the day” they were key contributors to your growth. Over the past few years, though, they have struggled with the changes in how clients buy print as well as some of the new offerings that you’ve invested in. No surprises here, this describes a large part of the legacy sales reps in our industry today. Here are a few hurdles that need to be overcome and some actions that should be taken:

  1. It’s hard to find qualified sales reps and the definition of qualified is a moving target as more printing companies are offering much more than just print these days. A July 22, 2013, USA Today article, Sales rep wanted: Inquire anyplace, by Paul Davidson is a good example. He writes: “Thirty-five percent of sales managers couldn’t find qualified candidates for open positions last month,” adding, “more companies are peddling services in addition to products, placing further demands on sales reps.” For the full article, go to http://www.usatoday.com/story/money/business/2013/07/21/sales-job-openings/2568003/. Read More …
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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