Tips for Assessing a Commercial Printer's Printing Sales Team

By T.J. Tedesco

“These tips have been so helpful, I don’t know how to thank you,” Zoot enthused.

“I can think of a way,” Marka said. “Just don’t forget me when you go Olympian’s Day shopping today!”

Today’s FIRE! Point
Assessing your company’s performance in the current year and setting realistic expectations for the coming one can help your sales team start 2013 with greater confidence. Draft a plan that clearly defines the expectations you have for each team member.

FIRE! in Action: Family Business Uses Sales Team Assessments to Improve Sales
A business undertook an assessment to determine the ideal traits it wanted in a salesperson. Using this information, the company recruited new salespeople and properly motivated and trained the medium-performing ones, raising sales by more than $800,000.

Next week: Marka gives Zoot a few tips for showing customers they’re appreciated.

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Business Management - Marketing/Sales

T.J. Tedesco Author's page T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services. T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry. T.J. is author of "Win Top-of-Mind Positioning," "Playbook for Selling Success in the Graphic Arts Industry," "Fire! How Marketing Got Hot," "Direct Mail Pal" and four more books published by PIA. He can be reached at (301) 404-2244 or tj@tjtedesco.com.

Tips for Assessing Your Sales Team - Part II