What Developing Resources….Fuel…..Your Improved Future……?

Published Articles
Published in

American Printer

on Thursday, May 4, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

If you’re not making mistakes, you’re not trying hard enough”……..Vince Lombardi

INTRODUCTION:

Buyers SellersIf you haven’t noticed --- Buyers are “underserviced”…. and practically begging for reliable, experienced Sales Reps --- from current….and….. potential suppliers.

Last week we conducted a 4-Day Sales Rep/Lead CSR Education & Training Program --- in Los Angeles.  Attendees --- mostly but not totally --- from the West Coast included but were not limited to:

--- A CEO.

--- A CSR Supervisor --- from the East Coast.

--- Two or more strong, experienced --- Sales Reps.

--- An experienced CSR --- whom after meeting her personally --- I would have hired ---

     as a Sales Rep. (That’s my recommendation to her president, after she becomes

     familiar with her new employer’s capabilities.)

--- An unusually mature and experienced executive-type, hired as a Sales Rep --- with a

     strong and rare combination IT and financial background.

At the end of three days (and before the 4th Day), our attending CEO was overheard to casually remark, “I’ve already gotten more out of this, for my follow-up and use --- than I expected.”

There was a homework assignment --- every night.

The class started exchanging encouraging notes to each other --- within an hour --- of our “closing-down” our 4th Day --- on Saturday……..I was copied…..

Research Resources were introduced --- that attendees did not know existed, and that can be counted-on --- to fuel their future productivity for revenue development.

Skills for development of an Inside Sales Team --- were introduced --- throughout the four days.

Interesting observation: Almost all of the attendees’ home companies --- regularly conduct Sales Education Meetings --- for their Business Development Teams.

TeamworkMy repeated recommendation for those Sales Education Meetings: Invite your  Production Department and Plant Managers --- to those sessions --- invite them to contribute --- and --- to go on “Joint Sales Calls” to major accounts and prospects --- if you want a trusting, team effort --- supporting New Business Development.

Invite your Top Buyers in --- to talk to your Team --- asking these credible Buyers to describe:

--- Their top suppliers.

--- How they choose suppliers (including what “turns them off”).

--- What they wish suppliers would do, but don’t --- and

--- Why they fired their previous suppliers.

SUMMARY:

As an observation, I believe that “print demand” is now “ahead” --- of “print supply” --- from credible suppliers….The Market is still, slowly --- eliminating suppliers who are hanging-on, and don’t provide anything of value --- but the minimum.

As a second observation, too many company presidents --- are privately angry --- that they can’t “move” their experienced Sales Reps --- out of the office --- calling on current Customers --- and prospective Buyers --- in need of a reliable, experienced --- supplier --- and Sales Rep.

There’s an old cliché that seems to ring true:

If you always do what you’ve always done, you’ll always get what you’ve always gotten….and….nothing changes….until something changes….”…Anonymous

I don’t believe I always have the formula for success. But our record is that if the client is willing to change, we can improve their performance --- often --- dramatically.

And I do believe…. That your company most likely has a market differentiation ---that is not yet fully developed. 

“The way to develop self-confidence is to do the thing you fear and get a

record of successful experiences behind you. Destiny is not a matter of chance,

 it is a matter of choice, it is not a thing to be waited for…. it is a thing to be achieved.”…………….William Jennings Bryan