You’re Just a Big BABY
So allow me a moment to apologize for my absence, but spare you the details of WHY I have been absent. Suffice it to say I spend a lot of time with little people, which caused me to reflect on the similarities between babies and big people.
1. If there’s something wrong, the remedy is almost always very simple. With babies, they are either hungry, dirty or tired. So you feed them, change their diapers, or put them down for a nap. With salespeople, if sales are down, the same rule of simplicity usually applies. You either need to increase the number of prospects in your pipeline, adjust WHO you are calling on, adjust WHAT you are saying (needs to be something other than, “I sell printing”) or just plain old work harder. Stop goofing off on Facebook. Don’t play golf on a Friday afternoon. Perks are for people who are beating quota. If you’re not meeting and exceeding your goals, you need to buckle down and make some changes. Don’t even get me started on goals. If you don’t have a goal, how do you know you’ve succeeded?
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.