How the 4 Types of Salespeople Find Success
(Blog #21 in the ongoing series derived from a book Harris DeWese wrote several years ago—“A Year of Selling Profitably.”)
I first became involved with print sales in 1982. Starting out, I was confounded by the failure and turnover that I discovered among salespeople.
Most print salespeople that I met in the early ’80s were depressed. They seemed trapped and lonesome in their jobs. They were getting no help from their employers.
- Company owners weren’t training them.
- Sales managers either ignored or abused them.
- The plant personnel were at war with them.
- Customer service people were uncooperative and blamed them for writing poor specs.
The salespeople were often accused of being drunken, lying louts. Gosh it was sad.
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.