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Kelly Mallozzi

Success.In.Print

By Kelly Mallozzi

About Kelly

Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
 
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.

 

How Great is Your...

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...COMMUNICATION?

Welcome to my new series, which asks the above very important question as it pertains to elements of your behavior, company, policies or anything else that strikes my fancy.

For my first chapter, I thought I would draw directly from a recent experience I had with one of the sales teams that I coach. We were going over the all important “Where to look for profitable prospects?” question, as one of the sales guys had identified that as a particular challenge for him as he grows his business.

I had just fired up my laptop and was about to launch into a demonstration of some online research techniques when we started to talk about Sales Genie. One of the other reps said, “Oh, yeah. We have, like, unlimited credits with them. Here’s the login and password.”

Huh?

How is it that a sales team of only three people and a company with less than 20 employees can have such a gap in how they share information with one another? ESPECIALLY as it pertains to something as important as a resource that the company has invested in to help its sales people become more successful?

Answer...I have NO idea.

Maybe this guy just wasn’t paying attention. Or maybe everyone else just ASSUMED that he knew it was available. But whatever the answer is, I would say that this is a problem that needs to be addressed. And it’s an easy one to fix.

TALK TO EACH OTHER. REGULARLY!

Share ideas, challenges and solutions. Share stories of a particularly difficult prospect and how you dealt with the person. Or, better yet, set up a team meeting to “workshop” the situation.

In most cases, a few heads are better than one, and if you stop and listen to what your co-workers have to offer you in the way of advice and observation, I can guarantee you will learn something. Even if what you learn is that Bob in accounting REALLY likes Deep Space Nine and smells like Fritos.

I have worked at companies where the sales team met every single morning to kick off the day. Conversely, I have worked for teams that never met, or maybe once every six months, and even that begrudgingly.

I think there is a happy medium in there for you somewhere. There should be a reason to get together that benefits everyone. An agenda should be set and a hard start and stop time put in place. Your team will definitely get something out of it.

If physical meetings are not possible, use some sort of internal chat mechanism. Salesforce.com has a chat function so everyone can keep up with each other à la Facebook functionality, which can be both really fun and productive.

Whatever you do, please make sure that you can say with confidence that your team communicates well. This goes for the WHOLE team, not just sales. You never want someone on your team to say, “I didn’t KNOW!”
 

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