Mañana Man in the Pokey --DeWese
I have all this reading time and I recently read an article adapted from an article titled, "How to spot and hire top talent, especially in this tight marketplace," in the newsletter Controlling Law Firm Costs. The author was counseling law firms (goodness knows they need the help) on the qualities to seek in job candidates. He said, "Look for people who possess qualities you can't teach: character, integrity, positive attitude, warmth and initiative."
Model Salespeople
That's great advice for print salespeople to gauge themselves and their behavior. It's also great advice for owners and sales managers who are always seeking salespeople.
Here's a quick, final note and a dose of my own medicine. I faithfully read everything that Dick Vinocur writes. Vinocur is publisher of Footprints, a newsletter for the graphic arts industry. Oh, I know that he can ask hard questions and can be cantankerous. I know because I've made speeches where Dick was in the audience, and I had to try to tap dance around his obstreperous questions in the Q&A session.
Vinocur recently wrote an article that should be must-reading for every printing company owner and salesperson. It is titled, "A Little Customer TLC Goes a Long Way." Dick will get me for this, but I'll bet if you call him at (201) 461-5252 or e-mail him at mrvinocur@aol.com, he will send you a copy of the article.
Well, it's time for my five-course, executive dinner. I wonder if I should order a French or a domestic wine tonight? While I deal with this prison dilemma, you folks get out there and sell something!
—Harris DeWese
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies.
