Are Your Sales People an Asset or Liability?

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Are Your Sales People an Asset or Liability?

The role of the sales person has dramatically changed and companies are struggling with how they recruit, hire, compensate, train and manage these essential employees. In order to address this challenge a systematic approach should be designed and implemented. In this series of articles we will address this challenge.

By Jerry Scher

Monday, August 06, 2012

During the month of August all 32 NFL teams are actively preparing for their upcoming season. Players are being physically challenged and focused on a “back to basics” approach. Coaches are designing new and innovative strategies to compete and win and while each team is approaching these tasks with their own style, there is one commonalty amongst all of them; the assessment of their current players and determining what talent they need to align their team with their strategies. Sound familiar?

“80-90% of printing sales people are neither interested nor suitable to make the transition required”

Printers are continually being challenged to redefine their business models and strategies to respond to the extraordinary changes in the graphic communications industry. Investments are being made in technology and software and company executives are considering re-training staff or recruiting/hiring to fill gaps in areas of data management, web development, social media, marketing, mobile communications and the list goes on.

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About Jerry Scher

Jerry Scher has been engaged in the graphic communication industry for over 35 years, Jerry's primary goal - make those around him more successful.

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