Tracking Sales Activities Can Help Build Up Your Printing Company Sales Force -T.J. Tedesco

By T.J. Tedesco

“Creating a formula for when to hire sales people has its merits,” Zoot agreed. “I’m in.”

“I don’t think it will take much of your reps’ time,” Numo noted. “In general, our metrics should adhere to the KISS (Keep It Simple, Stupid) principle and be easy to record and calculate.”

“Count me in as well,” Org said emphatically. “Where do we start?”

Today’s FIRE! Point
Tracking your printing company’s sales efforts can provide you with lots of useful data, including total cost per sales hour and value of each rep’s sales call. This data then can be used to motivate your salesforce and to justify hiring new employees in appropriate areas.

FIRE! in Action
NEC Uses Sales Tracking to Improve Salesforce Efficiency

NEC implemented a strategic program for tracking direct and indirect sales. With the help of the program, the technology company was able to greatly improve the efficiency of its sales activities.

Next week: The FEI tribe discusses the importance of list and database marketing.

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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.

Tracking Sales Activities Can Help Build Up Your Sales Force