...begin at the street level. Sales reps are the eyes and ears of a printing company. Great reps can sense emotion and read body language better than any email or web site can. As they speak with clients and prospects alike they can get a sense for how the business is doing and through research and questions can determine what their next big opportunity might be. If this is all true than why isn't your plant running on full??
One observation I have is that not enough reps put themselves at risk. That's right, risk. I'm not suggesting that they begin walking through traffic but rather break out of their comfort zone. Too many reps I meet have created a milk run with their existing clients and the same old prospect list that they've had for months. They speak with the same people every day in hopes that they'll begin hearing new things. I understand servicing existing business. I also understand new business development and it's not happening nearly as much as it should be.
Great opportunities may be right in front of you but you'll have to challenge and stretch yourself to uncover them. As I say, it's all about choices...you're up.
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