Sales Efficiency Is a Must —Sherburne

Sales Side Effects

How efficient is your sales force? Without an efficient sales force, I would argue that your marketing efforts will not be efficient, either.

I recently ran into Ron Kendig at an industry event. Many of you may remember him from his long tenure with Heidelberg, and then at Xerox. Since leaving Xerox earlier this year, Kendig has been engaged in a business, which, at first blush, doesn’t seem like it has much relevance to printing businesses, or marketing, or selling printing, because it has historically focused on the sale of hardware and software. But I was intrigued with what he was doing and, after thinking about it, it raises issues many of you may want to consider as you reflect on how you market and sell your business. And, most especially, how you improve the efficiency of your sales efforts.