Just curious as to how other companies are doing with keeping their sale force actively persuing new clients. I't seems like we are forever having to motivate and push our team to go after new clients. Is this everyones experience. or is it just ours?

Is it really that hard to sell this stuff?

How do you get them moving?

How should they make cold calls? Is cold calling dead?

What should they do to get in the door?

How do they find the right contacts?

MOST importantly, how do you make an impression?

I have my own thoughts on this, but I would really like to hear what others think about this topic.

I appreicate your openess to discuss and thanks for any feedback...

Dale

Dale,

Good questions all but your first is most telling.

"Stuff" is the problem.

Sales folks need a plan. It's easier to sell a specific product with an eventual end in mind than an idea of what your designer, key-op, and finishing folks can do added to good intentions and what you can produce with your gear.

So, have you given your sales people a plan of action with specific goals and products (target markets with products to sell)?

That's not a criticism just an observation on your question.

Quid pro quo. I do for you (that's what the sales guys think) you don't do for me (that might be what you think).

I'm not a "womb to tomb, soup to nuts, cradle to grave, WIN WIN", person, but I have sold and I sell every day.

If you want to build a strategy, perhaps we can help. Maybe we can "Lift up the Kimono". Nobody really wants to see what's under there anyway. But just for grins.

X

I think we really have. It seems like all I keep hearing as an excuse is " What are we?"" What do we do?". To me they are just excuses.. They should be molding us into what we are and what we do> We have given them direction but they seem to be waiting someone ot walk the in that direction.

I am the production manager here and I say very active in the industry and the latest and greatest equipment, trends and methods. I have offered many suggestions and feedback but I just keep seeing most of our sale staff here in the shop day ater day seemingly waitng for that next big customer to walk throught that door.

I have given them suggestions both traditional and non traditional. THis is their careers should they be telling me??

I have yet to see a true digital print solution sales person.. I'm just wondering if anyone else has..


Thanks for your comments..


Dale