Your Sales Team: An expense or your competitive advantage

By Mike Philie
In August 17, 2009

Had to really think about it didn’t you? This year has been difficult for many printing companies and while there are glimmers of positive news lately no one is out of the woods yet. So, as the owner or senior leader of a business is your sales team an expense or is it your competitive advantage?

Is this how you describe your sales team?

·
They are not working hard enough, making the necessary calls and performing the follow up to generate the business you need to run the business?

·
They are not opening enough new business to offset the print that got cut from your existing clients’ budgets?

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They bring in business that has been cut to the bone and isn’t worth turning your presses on for.

Or does your sales team look like this?

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While maintaining as much of the profitable existing business they can, they have re-focused their new business efforts on targeted vertical markets that have continued to use print as a differentiator in today’s economic times.

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As a group, they understand which client and product segments your company has the credibility in and the experience with that allows for a true consultative or adviser relationship with client stakeholders.

·
The sales team works together alongside senior management in developing sales strategies that are making a difference in our
day-to-day results.

Have these difficult times created an “us vs. them” mentality with the sales group or has it strengthened everyone’s ability to work together to achieve the success that you all need today? If you’re having trouble with these issues in your company I would recommend that you seek out consul from your advisers. Today more than perhaps ever before, you’ll need everyone working together to meet your sales and business objectives and come out of this downturn prepared to take advantage of the “new normal” economy.

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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