(See Part 1, Part 2, Part 3, and Part 4 of this series.)

In the last installment of this series, I asked you to evaluate the print samples that your team shows to prospective customers. What did you find when you started looking carefully at those print samples? Were you pleasantly surprised to see the newest of your capabilities being highlighted, or were you less enthusiastic? What was the average age of the print samples in the hands of the sales team?

Did you discover that some of the prints being shownto your customers did not even come from your own devices? Perhaps they came from your print hardware vendors to show off their capabilities—but do they showcase what you bring to the table? Perhaps they came from your finishing vendors to demonstrate folds, cuts, and other capabilities—but do they show what you want your team to be out selling? Or did you find that the sales team isn’t showing print samples at all? If they have long relationships with their client base, they may think that showing samples isn’t needed any longer.