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Sales training in the print industry
2016-04-27
Overview
Many print distributors are looking to the millennial generation for their next sales force. While seasoned sales representatives continue to be productive, many only have time to maintain their current volume. And, in some cases, are at a point in their career where they are not looking to grow their portfolio of customers. Distributors are challenged with adding and educating new sales staff while continuing to keep seasoned sales people in the game.
What’s your onboarding process?
When you bring a new sales person into the company, what’s your on-boarding process? Not only do they need to understand your business goals, they may need education in the markets that you currently service. And what about those you would like to penetrate? Within these markets are a wide variety of business print applications. These applications cross an even larger spectrum of products. Business forms, labels, promotional printing, advertising specialties and more. Expertise in all products is impossible, however, awareness of these products and applications is critical.
New versus seasoned
Recently we assisted a client with training for some new hires and the meeting included seasoned reps as well. Following the meeting several print sales veterans thanked us for “reminding them of what they had forgotten”. It’s a good example of how ongoing education can help both the millennial and seasoned print sales professional.
Some options for education
- Trade publications – Many of these are free or low cost subscriptions
- E-newsletters – Granted all of our inboxes get full, however, subscribing to a few industry newsletters (or blogs) is a cost effective means for generating revenue and generating ideas. Check out INSIGHTS
- Industry events – Rotating attendance at the various printing expos offered each year can help sales teams keep up on new technologies and manufacturer offerings.
- Whitepapers – Many manufacturers offer whitepapers providing a deeper dive into vertical markets or applications with innovative design features
- Plant tours – Though more time consuming, plant tours can be eye opening experiences for the new and seasoned sales person
Ongoing product and market education is available in many forms. Consider what’s right for your team and set up a plan for continual education. For more information on training offered by Flesh Co contact our sales team at 800.835.0098.