Healthy Sales in 2006 --DeWese
For instance, I wondered why we don't have more high performance print salespeople. It's easier to define "high performance" by a salesperson's annual compensation. I will peg that at $100,000, so if you make more than $100K, you are high performance in the Mañana Man's book.
I see or have seen the financial statements of hundreds of printing companies in all product categories and I can tell you that if you make $100,000 selling printing, you are in the top 20 percent. On the other hand, I know salespeople who would scoff at $100,000. I know some who couldn't make their home mortgage payment on pre-tax pay of $100K, but they are in the upper 1 percent.
Here are the reasons for so many underperforming salespeople:
We don't train print salespeople. Either we provide no training or it's sporadic and poorly delivered. No one really knows how to train print salespeople because we haven't properly researched the tasks that are required. NAPL and PIA have sales training programs, but they have to work hard to get enough participants and no one has ever really emerged as a great sales trainer. The high performance salespeople either trained themselves or were blessed with owners or sales managers who personally provided training and made it a consistent activity.
Printing company owners tend to hire more salespeople when sales are down. They hire without a plan, employ poor recruiting/interviewing skills and then wind up with 10 salespeople when the company only needs six. The point is that we have too many salespeople. Too many who are untrained, mediocre and are just in the way. During my illness I learned that we are desperately short of nurses and medical technicians. If you are not succeeding in printing, why not consider healthcare? You will get your own white jacket and a lot of satisfaction in helping sick people.