Wall Street Journal Suggests Millennials Are Hesitant To Get Into Sales Career

Posted by Tom Callinan on Monday, February 9, 2015

The article, “Bright Future in Sales?  Millennials Are Hesitant,” on the front page of the “Marketplace” section of February 4, 2015 WSJ specifically signals out “companies selling technology and other services to corporate customers” as “struggling to fill potentially lucrative sales jobs.”  The reason?  According to the article, which I encourage you to read (It is on LinkedIn if you don’t have a WSJ subscription), is primarily related to young workers not being interested in sales, “a field they perceive as risky and defined

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The Most Important Sales Management Activities

Posted by Tom Callinan on Monday, February 2, 2015

Do your sales managers know how many cold calls each of their team members made yesterday?  Do they know how many phone calls their team made this week?  Do they have phone blitz time reserved each week for their entire team?  Do they have ride days scheduled with each sales professional on their team?  If you answered no to each of the above questions you might actually be a high quality manager. 

The two most important sales management activities are:

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Are You Selecting the Correct Sales Team Members?

Posted by Tom Callinan on Tuesday, January 27, 2015

When we engage with a new client we frequently find that many of the newer team members are not a good team fit.  When we discuss this issue with the sales managers, we’re frequently told that there was an open territory and they hired the best candidate they could find.  This is a combination of pressure from the VP or dealer owner and a lack of a good candidate pool.  I am not going to address the perceived pressure “from above” as I truly believe most of the time this is simply poor perception.  The VP or owner is questioning the open territory but that does not decod

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Jack of All Trades - The Selling Manager Dilemma

Posted by Gary Schwartz on Monday, September 15, 2014

Successful dealers are always looking to grow - nothing new there.  The question is what structure should be put in place to best achieve the desired growth.  Hey if money wasn’t an issue and we had unlimited opportunity, it would be easy to plug and play entire sales teams with the thought that more ‘feet on the street’ would naturally lead to increased sales.  Unfortunately, the only certainty with that scenario today is a sudden and significant increase in costs.  Besides, we can all agree that the opportunity for imaging dealers is no longer limitless and neither is

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Are You Recommending The Right MPS Approach?

Posted by Tom Callinan on Thursday, July 31, 2014

There are two distinct approaches to MPS and they don’t mix well.  In accounts with fewer than 30 total devices, copier and print centric devices, selling an outsourced version of MPS is detrimental.  An outsourced MPS program involves a company putting the laser printers under a contract that includes toner cartridges and service, usually based on a cost-per-image (CPI). 

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Building a High Performance Team

Posted by Guest Blogger on Friday, May 30, 2014

By Patrick Fitzpatrick, Managing Partner, Human Capital

No one would disagree that people are a company’s most important asset.  If I were a CEO I would be challenging my management team to develop their employees and search for highly qualified talent to bring into the company; employees with fresh ideas and approaches. 

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The Most Expensive Financing Available: Prefunded Service On Your Lease Agreements

Posted by Tom Callinan on Monday, May 12, 2014

There seems to be a movement with “copier dealers” to prefunding a year’s worth of aftermarket in lease agreements.  In this scenario the leasing company pays you 12 months of service and/or supplies that are bundled into a lease and discounts this revenue by 6%.  I have had many dealer principals tell me that it is a great advantage because “it is effectively what I pay to borrow money at the bank only it doesn’t affect my bank lines of credit.”  

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Not Getting Enough Appointments? Stop Talking the Wrong Language!

Posted by Tom Callinan on Tuesday, April 29, 2014

First, there is no such thing as an email “template.”  If you send a template it may as well start with a delete button. 

Every email needs to be customized to the person/company.  Do a few minutes---that’s less than five—of research to determine the content of the email. 

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Are There Born Sales Professionals?

Posted by Tom Callinan on Monday, April 21, 2014

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?”  I find this question demeans the sales profession.  Would anybody ever ask if a doctor was born with his/her talent or trained?  An architect?   An accountant?  Are there individuals who truly believe that the profession of sales is an intrinsic skill, maybe part of the DNA of some people yet excluded from others? 

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Copier Sales is Just Like Baseball

Posted by Gary Schwartz on Monday, April 14, 2014

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in 2 out RBIs after the 7th inning in games since the All-Star break.”  Got a question about baseball: there’s a stat for that.  This wealth of information has led many to question the value of traditional statistics like wins and losses for pitchers, or even ERA.  Similarly, in this business we keep track of all types of statistics:  Pe

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