August 2010 Issue pdf - ENX Magazine

SALES MANAGEMENT We Saw It In ENX Magazine AUGUST 2010Given an A+ Rating with theBetter Business Bureaufor the Past 7 Years“WE PAY TOP $$$ FORWHOLESALE COPIERS”World Class Copier RemarketerDealers, Exporters andLeasing Partners are Welcome!Providing You a HIGH RETURNon Your Copier Investment• Impact Transportation Services - Off Lease Pickups andWholesale Deliveries• Trade In Programs - Always Looking to Purchase Wholesale& Off Lease Copiers of All Brands• Asset Management - Our Complete and Accurate Audits are theBest in the World - Guaranteed!• Refurbishment - Done by our Highly Skilled Team of ServiceTechnicians• Exporting - Specializing in Exporting All Around the World• Repossessions - We Provide Cost Effective RepossessionServices on a Nationwide Basis65,000 Sq. Ft.Main Corporate WarehouseWith Locations in MN, NY, NCand AZ$100 (Or Less)Nationwide CopierTransportationServices Off Lease Pickups& Wholesale DeliveriesHuge InventoryWe Ship Thousands Of CopiersWorldwide Each Monthwww.offleasecopiers.com608 7th St. N.E., Long Prarie, MN 563471-866-848-4900continued from 36REDUCING SALES REP TURNOVERadhered to. The program involved manufactures training, webbasedtraining, hands-on training, and self-paced training, withthe necessary hardware and software in the show room to supportthe training program. Reviews and evaluations were conductedby the manager with the sales rep after each course, inaddition to the sales manager’s scheduled weekly group trainingmeetings.Activity management and account reviews are and will alwaysbe one of the most important drivers in the success of any salesrep. Sales managers should use a sales force automation toolsuch as SalesForce.com to ensure sufficient activity levels, aswell as software such as remote monitoring software and SFAsoftware as part of their account reviews to shift the focus tosolution-selling versus box-selling. Team account reviewsshould be more of the norm, and in many cases the next-levelmanager should sit in on account reviews to guarantee they aredone properly.Lastly, there are the success factors and programs of the “Circleof Success.” All sales reps should be aware of internal marketingand sales programs, and sales managers should make surethese programs are used appropriately. Internal programsshould be geared toward strategic plans and to help the newlyhired sales rep “ring the bell” as early as possible. “Ringing thebell” gives them confidence and makes them money, which willstop them from looking into other careers. Simple programs fornew hires need to be in place and driven by the sales managerto make sure the new sales rep has success within the first coupleof months.These were the key components we needed to manage if wewere going to reduce our sales rep turnover. Once we establishedthese points we assessed ourselves using a scale of 1-10to see how we fared. While we did fairly well in some areas, weneeded to significantly improve upon most of them. Althoughchanging was a challenge, the results speak for themselves.After one year we were able to reduce our sales rep turnover by40% and increase our overall productivity by more than 20%,both contributing to a significant increase in profits.If your company is experiencing higher sales rep turnover thanyou would like, I suggest you adapt the “Circle of Success”.The results will surprise you. If you have any questions on anyof the areas of the “Circle of Success”, please feel free to contactme at any time at (727)403-3936. uFred Berger - is President of Document Technology SolutionsConsulting, a consulting firm dedicated to "Partnering withDealers to Reach the Next Level". Prior to starting DTSConsulting, Fred was the Vice President of Ricoh BusinessSystems, Ricoh's direct organization. He was also VicePresident of Operations for Danka and President of CopytexCorporation, Sharp's 4th largest Dealership in the early 1990's.Fred has over 35 years of industry experience and can be contactedat fberger@documenttechnologysolutions.com38enx magazine