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Looking Back to Sell Forward

Sales professionals know how to calculate sales margins vs. contribution margins. They are handy with calculating job pricing, and proficient in sales methodologies. At this time of year it’s worth taking a moment to look back to lay plans for next year!


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About Pat McGrew

Pat is a well-known evangelist for inkjet productivity. At McGrew Group, she uses her decades technical and marketing experience to lead the industry toward optimized business processes and production workflows. She has helped companies to define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Pat is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular contributor to Inkjet Insight and WhatTheyThink.com.


By Wayne Lynn on Nov 08, 2022

Hi Pat, good thoughts as usual. Just to be fair to the owners and managers out there, it would help if salespeople answered a couple more questions. 1) How did my results match up to the goals management wanted to see me achieve in terms of product type, customer, and customer type? 2) Where could I use more help from my company? 3) What am I being asked to work on that I just don't seem able to get it done and why do I think that is the case? The unfortunate truth is that salespeople don't often get the traditional annual performance review. Most of them are more loyal and committed to their employer than given credit for. These questions might help with some needed accountability toward their part of overall company success. Again, just saying...


By Pat McGrew on Nov 09, 2022

Wayne! I'm giggling because I had some of that stacked for the next episode, and you beat me to it! Accountability works both ways and these are great questions to ask!



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