Your Future Could --- or Could Not --- Include…..“Inside Sales Teams”

Published Articles
Published in

American Printer

on Thursday, July 6, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I can’t wait to go back and begin contacting our ‘Neglected Customer List’ --- renewing neglected customer relationships, and developing orders from customers we used to serve….I’ll bet I can develop twenty -- before end of this year”……Talented, Motivated, and Experienced CSR, End of Day 4.


Inspired talent --- needs challenges, ongoing education and training, and opportunities….!

By almost any measure, last week’s 4-Day Sales Rep/Lead CSR Education & Training Program --- was a success.

With a range of talent and top to bottom responsibilities represented, more than one talented CSR…(and Sales Rep)….was inspired to go back --- and through “renewal of neglected customers” --- demonstrate and earn the opportunity --- to ask to be put on “Commission, with Base Pay”.

TargetAttendees were inspired --- on learning and experiencing --- Publicly Available Databases --- and previously unknown Websites --- for identifying “Target Prospects”, and “Useful Information” ---(that included e.g., publications, non-profits, and ambitious corporate headquarters) --- sometimes --- within just a few blocks --- or miles --- of their home plant.

Attendees were inspired --- on learning the importance of their company’s differentiation --- and that  “…All dollars coming to their company --- are not equal….” (Note: multiple examples --- of each attendee’s company’s “differentiation” --- were identified.)

Successful development of new business, and customers, requires more than a “Commission or Base Pay Plan”.

Business Development Professionals --- deserve to understand…and experience…. (preferably in writing):

  1. Who their company is most important to, and why (as well as who to avoid, and why). Note: Your top 10 Customers could buy cheaper elsewhere, if they had to --- sooo --- “…Why don’t they?..”
  2. What the company wants to look like --- in two to three years --- that’s different.
  3. What “Information Resources” are available --- and how --- to use them.
  4. What their company’s technical and production capabilities include, and why and how --- that can be invaluable --- to (which profile of ) target prospects, and finally…..
  5. Continuous opportunities --- to learn --- from other motivated, successful professionals.


Prosperity, in most cases, is waiting --- around the corner. However, “…if you always do what you’ve always done, you’ll always get --- what you’ve always gotten….”

What’s required to tap into that river of prosperity, includes --- intelligent leadership --- understandings --- and near-relentless communications --- of how economic benefits --- can move to the “users” --- of your capabilities?

What does your website say, that distinguishes your organization --- that’s coordinated with your company literature --- that’s worth your target prospect’s time?

What does your coordinated “leave-behind promotional literature” say --- that distinguishes your organization, while presenting economic benefits --- to your prospect?

If you had to explain to God --- why your organization deserves to continue operating --- would your answer include --- “target customers” you serve --- and what they receive --- that’s valuable to them  --- that those customers can’t and don’t receive --- from anyone else…?

Is your supervisor committed to your success...or...bringing you along...slowly...Are you excited about your opportunities....or....being held back?....And....What your organization "celebrates" --- speaks volumes...!

“All that is necessary for the triumph of evil --- is that good men --- do nothing”…… …….Edmund Burke