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?
· 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?
·
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.
·
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.
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