Open Enrollment | Subscribe to Printing Impressions HERE
Connect
Follow us on
Advertisement
 
Harris DeWese

The Mañana Man Online

By Harris DeWese

About Harris

Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.

 

The Real Genius Walks Through Your Front Door Every Day

1
 
Our industry is comprised of good, warm-hearted people. Many of us are gullible. We are trusting. We are willing to give newcomers a chance. This is especially true of magic-wand sales trainers.

They swoop in on a Persian carpet.

They burn white hot for a few months; sometimes they are popular for as much as a year.

Then, as suddenly as they emerged, they disappear.

We don’t question much about where them came from or ask for their credentials. We didn’t want to embarrass them.

We’ll believe them when they tell us about their undergraduate degrees from Princeton and graduate degrees from Harvard.

If they show up in an Armani or even a Burberry suit and speak to us in a warm, syrupy baritone, then they are in.

We’ve seen many sales trainers suddenly show up and tell us about their past successes.

I guess these interlopers have recognized our naiveté and are targeting our money.

A few years ago, I was mindful of these impostors. While attending an industry association conference, I sat in a hotel ballroom in California listening to the most recent superstar sales trainer.

I noticed several company owners dozing.

I didn’t see anyone taking notes.

So, as to go unnoticed, people were carefully leaving the room. I was sure they were hoping that their colleagues thought they were going to the restroom.

The speaker’s not-so-subtle pitch was, “Hire me to train your salespeople. I can start right away.” Oh, and, “By the way, buy my book on the way out.”

Many owners had complained to me that these “sales intruders” were of no benefit. They were not relevant. They knew nothing about printing. Some even became the laughing-stock of the sales department.

It occurred to me that the best training existed within our own companies, which inspired me to write a book—“A Year of Selling Profitably.” It was essentially 48 sessions, two per week, to be conducted by an employee within the company. Get it? No big outside expense. It was published by NAPL, and was recently reprinted and revised. I guess they sold a lot of the books.

I wrote 48 session outlines and curricula with teaching notes to the instructor. The sessions were interactive, which meant they required the participation of each salesperson. You could elect one person to teach all the sessions for one month, or you could rotate each week with a different teacher. Alternatively, the owner or the sales manager could teach all or most of the sessions. The whole thing was very flexible. There were no talking-head lecturers. All the learning took place among a company’s salespeople.

The book was a big success.

My theory was proven. All of the genius already exists within your company, even if you only have one or two sales reps and the meetings are comprised of you, the owner, two salespeople and one CSR. At the very least, it’s a great way to eat some pizza and talk about sales.

I can promise you that a lot of good will come of it. I'll guarantee that you will see more productive sales activity and INCREASED SALES!

Beginning in January, we are going to reprint each of the 48 sessions in this blog. You will have the opportunity to create your own training department and save all that money you were going to waste on some outsider wearing an empty suit.

Watch for these blogs beginning in January. Meanwhile, get out there and sell something!

Industry Centers:

1

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments:
Jack Crowley - Posted on December 12, 2010
No doubt comments hit home, but, but, but there are always 2 sides to the story. On the management side, not enough time was spent in hiring the right person. Second, many companies do not provide direction to the salesman, nor do they provide a contact management system and perhaps the most important point is that they do not do any marketing. This means the sales force is doing the marketing and prospecting as well as the selling. Today, with all the tools available, the salesman should not be making cold calls. And, in my opinion, printing is not so unique.... general selling principles do apply. Jack Crowley
Click here to view archived comments...
Archived Comments:
Jack Crowley - Posted on December 12, 2010
No doubt comments hit home, but, but, but there are always 2 sides to the story. On the management side, not enough time was spent in hiring the right person. Second, many companies do not provide direction to the salesman, nor do they provide a contact management system and perhaps the most important point is that they do not do any marketing. This means the sales force is doing the marketing and prospecting as well as the selling. Today, with all the tools available, the salesman should not be making cold calls. And, in my opinion, printing is not so unique.... general selling principles do apply. Jack Crowley