DeWese--The Survey Results Are In!
Question No. 3 was: "I will find the files on [blank] former or lost accounts and call on them to reactivate their business during 1999."
The average answer was 10!
There is nothing more challenging to a salesperson than to reactivate a lost account. Especially, if the lost account hates the ground your bosses walk on. When you reactivate a lost account, and you are king or queen of the world, your self-confidence will soar!
Question No. 4 went like this: "I will take my CSR to lunch and thank him/her at least [blank] times during 1999." The point of this question obviously was that it takes a team to sell a printing job and to keep a printing account. All too frequently the CSRs are ignored for their immense contribution to sales.
Once again, my readers scored big! They intend to buy lunch for their CSRs an average of eight times during 1999. I suspect they'd do it more often, but they know they will be too busy many days to even have lunch. Maybe they'll send in some box lunches.
We're up to No. 5. It read: "I will take overt action to thank the plant manager, press department, prepress, bindery and shipping departments at least [blank] times during 1999!" My readers are team players and are grateful to their co-workers. The average response was 32 times.
Education is a vital charge-up for salespeople and question No. 6 was: "I will attend at least [blank] NAPL, PIA, GATF or Graphic Arts Sales Foundation seminars/workshops during 1999." The Mañana Man's readers said they would attend at least two sales education seminars during 1999.
And, my readers won't just sit in the seminars like a bunch of dummies. They will be the best students in the classes. I hope the aforementioned associations remember to thank me when their attendance at sales seminars zooms this year.