LMI Dealer Content Team

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How to Train a New Managed Print Services Sales Rep

Posted by LMI Dealer Content Team on Thu, Aug 29, 2019 @ 01:29 PM

training LMI

If two sales representatives were competing for the same Managed Print contract, who do you think has the better chance of winning? A sales rep with no formal training or a sales rep who has been trained to ask the right questions, assess the current state, handle objections and create a professional proposal?

For elite MPS providers, sales training is not an option. It’s a money maker. 

Assuming you have hired the right candidate (which is a whole other story), here are five areas sales training can help. 


The typical business lacks any formal print policy to ensure volumes and costs are kept under control. This often leads to avoidable waste, operational inefficiencies and overspending. 

A sales rep that’s trained to look for common print-related problems has a huge head start over the untrained rep who lacks a roadmap to create the need for MPS. Training helps the rep ask the right questions and collect the right information to support the change from an unstructured to a structured print environment. 


The trained seller knows which verticals are the most prone to printing mistakes. Prioritizing these paper-intensive verticals accelerates the growth of a prospect funnel because you’re fishing where the fish are. In addition to the industry, knowing who to contact is also a critical skill. Starting with the wrong person or the wrong level of contact can also prove to be critical to success. For example, the office manager may have bought the copiers in the past but may not have this authority to ink a Managed Service agreement that integrates hardware and service delivery around a networked appliance that needs both IT and finance approval. 


Unless you’re the only one selling Managed Print, you will need your sales reps to engage with new contacts by phone, email, social media and at local business events. Your approach strategy will be critical to your success. This is why so many of the elite MPS providers invest in training their reps in the latest strategies to connect with key decision makers and secure that critical first meeting. 


We use the word “story” because that’s what the top reps do. They tell a story about how customers have faced similar challenges the prospect is likely to face and then ask for the opportunity to take the next step which can be an appointment, an assessment or something else that creates a sales cycle. Visuals are often key to presenting a compelling story because people tend to absorb data and information much quicker when it’s in a visually consumable format. Using visuals and a presentation also helps MPS providers “standardize” their pitch across their entire sales force so everyone is singing the same song. A compelling one that attracts senior executives to endorse the initiative. 


There’s nothing that crushes a new sales rep like a tough objection. By nature, people tend to avoid those things that will embarrass them or cause them harm. Objections are no different. A trained MPS sales rep is aware of the common objections they are likely to face and are prepared with rehearsed responses they are confident in delivering. Not preparing new people for resistance you know they will face from real customers is like sending a young athlete onto the football field without a helmet. It’s only a matter of time until they get clocked! Top dealers know the objections that will come up and they role play with new reps to make sure they can handle them in the heat of the game. 

Naturally there’s more to train any new sales rep, but this list is a good list of “soft skills” to get started. 

If you’re looking for benchmark MPS sales training, over 3,000 salespeople have graduated from our on-demand video training platform at LMI University

Whether you use our help or you train on your own, hopefully you agree that your investment in sales training will go a long way towards winning more pages under contract and reducing sales turnover. 

Remember the training you received when you started? Don’t your new salespeople deserve the same?



Tags: LMI Solutions, managed print sales, sales tips for MPS, Managed Print sales training

LinkedIn Tips for Managed Print Providers

Posted by LMI Dealer Content Team on Wed, Jul 24, 2019 @ 08:57 AM


Social media and Internet marketing have made it easier for small to medium-sized Managed Print providers to compete with larger organizations, but simply having a website presence isn't enough. When you consider that LinkedIn currently has over 575 million users, (mostly made up of business leaders like CFOs and CIOs you want to sell to) it's easy to see why it is considered such a valuable resource to accelerate your marketing reach to more people you want to know about you.

The benefits that await your MPS business:

• Increases AWARENESS – People that are aware of what Managed Print is and that you provide MPS.
• Boosts CONSIDERATION RATES – When people are in the window considering a Managed Print solution, you will be considered as a potential vendor.
• Generates SALES LEADS – If the target customer is aware and considers you, they will likely contact you in the form of a sales lead.

LinkedIn Tips for MPS providers to sell more pages under contract:

1. Deliver Timely Content - Aim to deliver content that your target audience wants to hear by joining groups that they belong to. Take the time to read what they are posting about and provide solutions to the problems they are facing. In doing so you will establish yourself as a trusted and valuable resource and strengthen your reputation. 

2. Showcase Your Community Spirit - Post relevant content that shows your involvement in your community, including pictures and videos. Showcase your relationships with local customers as well as any charitable or community events which your company may sponsor or attend. 

3. Tag Connections - Use this feature sparingly, placing the "@" symbol before the person's name to alert them to your post. Tag your connections only when you are posting relevant content that helps to solve a direct problem they may be having. 

4. Stay Visible - Cast a wider net by inserting keywords into your profile that will help your audience find you whether they are using a search engine or a direct search on LinkedIn. This is an under-utilized technique to engage people in posts! 

5. Post Regular Updates - Stay active and keep your audience engaged by posting content that shows a problem, solution, and outcome to make your subject matter more relatable. The good news is, everybody has a printer so they will likely be able to relate to your posts!

6. Highlight Your Greatest Assets  - Your employees have a unique insight into your business, and most typically have a much greater social reach than the company they work for. By allowing them to post content and sharing their best posts on LinkedIn you can take advantage of their connections to further your brand and reach a wider market. 

According to HubSpot, LinkedIn is 277 percent more effective at generating leads than Facebook or Twitter, making it a vital component of any marketing strategy.

Contact your LMI representative today to learn more about our LinkedIn services and how they can help your MPS business to succeed. 

Visit our new LMI University to see the LinkedIn to WIN training program that’s perfect for Managed Print providers like you!

Tags: LMI Solutions, LinkedIn, LinkedIn profile

6 Tips to Make Your Website a Recruiting Powerhouse

Posted by LMI Dealer Content Team on Thu, Jun 20, 2019 @ 12:01 PM

website recruiting LMI

It’s one thing to post an employment ad, or set up a nice display at a job recruiting fair, but at some point, the right candidate is going to visit your website as part of their evaluation process. 

To make sure your website is ready to make the best first impression, here are 5 tips to help you convert an interested candidate into an employee with your company. 

  1. PROVIDE A VIDEO TOUR – A video tour can help visitors see beyond your website and get a peek into your actual work environment….and it can also be a great asset for prospects you’re selling to as well! Some suggested stops along your tour might include an exterior shot of your building, reception, sales area, demonstration room, awards your company has won, customer service, your service area and your warehouse or distribution area. If you have the talent to do so, including interviews with executives can add a lot of personalization and promote key messages. Need help with a custom video? Contact your LMI representative

  2. SHOW AWARDS OR CERTIFICATIONS - Think of the recruiting page on your website as a proposal to a customer...but this time, the proposal is for someone looking to join your company! 

  3. EXECUTIVE INTERVIEW - Candidates like to see and hear what the leadership have to say and what they believe in, what the ideal candidate looks like, and the opportunities for advancement. This can be done with a video or in a text Q & A format with the executive’s picture beside it. 

  4. SHOW A JOB DESCRIPTION - Most websites simply show a job title and lack a descriptive explanation of the specific requirements and opportunities for the ideal candidate. Showing this information will help candidates filter themselves, and help you interview a more selected set of people whose talents are aligned with your needs. 

  5. OFFER A SCREEN SHARE INTERVIEW - If you’re a Technology Reseller, why not use technology as part of your interview process? FaceTime, for example, will let you see and hear the candidate and set shorter micro interviews (less than 30 mins) to determine if the candidate is worthy of a face-to-face meeting. Today’s millennial is more than ready for this type of interaction. This technique has proven very productive for many tech companies in the Silicon Valley, so why not join the movement?

  6. MAKE SURE YOUR SOCIAL MEDIA IS UP TO DATE - This could be the biggest gap and the first spot candidates will look at to see if you are “current”. If your last post was Season’s Greetings in 2017, you could be sending the wrong message - especially if you are advertising yourself as a tech company. 

Maybe it’s time to take a look at the current recruiting page on your website. Ask candidates what they thought of your website to identify areas where you can improve the candidate experience. And don’t wait; make the changes you need to support all the upstream work you are doing to attract the right people to join your team. You know your people are your greatest asset, and now may be the time to rethink how you are recruiting the next generation of workers that will represent you in front of your customers. 

Ask your LMI representative about our exclusive website and digital marketing support services that you can leverage to help strengthen and improve your chances of recruiting the next superstar considering your company!


Tags: LMI Solutions, website optimization, recruiting, online recruiting

How Managed Print Can Protect Your Toner Business from Amazon

Posted by LMI Dealer Content Team on Mon, May 27, 2019 @ 03:46 PM

amazon_lmi solutions

The Internet has changed the way we all do business. Today, your customers can compare prices for supplies like toner from a variety of vendors in just seconds. As office products face commoditization, there’s never been a better time to shift your customers to Managed Print Services to avoid competing on price.

It’s the on-site service component that online retailers can’t touch. This is how the top imaging dealers are protecting their toner business while growing their recurring revenues with Managed Print. When you wrap a service element around your toner sales, you can immediately make the shift from contractual toner sales to a contractual sales model.

This will protect your accounts and your margins by shifting to an MPS model. 

Amazon Has Changed the World and We Need to Change Too.

Amazon has changed the way we buy and sell. Their success largely stems from their innovative technology platform and the appeal of a “better deal” if you purchase online.

“Amazon has almost 50% of the e-commerce market and is expanding from B2C into B2B” - eMarketer 

By making it easy to buy, offering low prices, having an unbelievably wide selection of products and offering quick delivery, Amazon has solidified its place in the market. Office supplies like toner have become commodified making it difficult to compete against a behemoth like Amazon. 

Amazon has captured much of the B2C market and has recently shifted its focus to B2B sales with the launch of Amazon Business. This change is especially relevant to you if you sell A4 devices and lower-end MFPs. But again, Amazon won’t service what they sell and this is the Achilles heel we need to exploit with people who buy toner by the cartridge.

How to Protect Your Toner Business

Adding Managed Print Services to your stack of services makes you “stickier” with your customers and allows you to mask your toner prices in your cost per page, cost per seat or any other billing model. Plus, MPS is a more comprehensive approach adding more value to the business relationship that now includes:

  • Printer monitoring
  • Automated Toner Replenishment
  • On Site Service
  • Expense Visibility
  • Usage / Cost Control
  • Toner Cartridge Recycling

Simply put, Managed Print provides your customers with additional value that Amazon doesn’t. Consumables become just one aspect of the services and you’re able to add value by keeping your customers' fleets up and running, reducing downtime and removing the burden of print to keep employees focused on higher priorities. Plus, the data you collect can often lead to helping your customers cut costs, reduce avoidable waste, improve workflows and the security of their confidential data with newer print technology, and reveal a better way to manage their hardcopy and digital documents.

When you examine the opportunities of Managed Print, there are lots of competitive advantages you'll be able to provide to your customers that Amazon can't!

The Takeaway...

The Amazon effect will continue to grow in the coming years. Today, many SMBs have unmanaged print environments and are receptive to the benefits Managed Print Services provides. By including a service element to your business, you'll be offering your customers more value that they'll never get from Amazon.

Want to learn how you can add Managed Print Services to your offerings? LMI Solutions offers a turnkey MPS infrastructure that can help you shift your business from transactional to contractual toner sales and give you the competitive edge that you need to stay ahead of Amazon and the other online e-tailers.

MPS Opportunity Calculator






Tags: LMI Solutions, printer toner, Print toner, managed print services, amazon, toner sales

The Environmental Benefits of Remanufactured Print Cartridges and Recycling

Posted by LMI Dealer Content Team on Wed, Apr 17, 2019 @ 11:40 AM


Today, we're all trying to live in a more sustainable manner, both in our personal and our professional lives. As a dealer of printing consumables, including a recycling program and remanufactured print cartridges among your offerings will not only add to the value you offer clients, it can help separate your business from your competitors.

Some Scary Facts to Consider

We're consuming natural resources at an alarming rate and as the economy grows, more and more materials are being used and disposed of every day. In fact, in the past six decades, we've produced over 8.3 metric tons of plastic of which 6.3 metric tons is plastic waste. It's slowly filling our landfills and plastic waste is showing up everywhere from the deep ocean to the top of Mt. Everest.

Did you know:

  • 60 – 80% of print cartridges go directly to a landfill.
  • It takes 1000 YEARS for a print cartridge to fully decompose.
  • Printer ink and carbon black toner are carcinogenic. They are extremely harmful to the environment.

On top of these facts, one of the key ingredients used in manufacturing print cartridges is oil. By remanufacturing printer cartridges we can save over 15 million gallons of oil every year! 


You Can Make a Difference

Offering remanufactured cartridges and recycling programs can provide your customers with a sustainability value solution. Remanufactured cartridges keep enormous amounts of solid waste out of the waste streams annually avoiding incineration, landfill disposal, or exportation of waste to overseas destinations. All of LMI’s cartridge components are 100% recyclable. 

We offer LMI dealers an exclusive complimentary “Zero Landfill” advanced printer cartridge recycling program with various return options based on dealer and user preferences and it's perfect for the new generation of millennial decision makers.

“73% of Millennials are Willing to Spend More Money on a Greener Product.” – Inc.

How Cartridge Recycling Can Help You Win Business

  • Competitive Differentiation
  • RFP / BID Criteria Shaping
  • Cost Savings vs OEM Cartridges
  • Simplified Collection & Return Programs
  • Linkage to Client Sustainability Objectives

The popularity of our 20x20x20 cartridge collection boxes make it easier than ever for clients to recycle in bulk which greatly reduces that impact of shipping individual cartridges back for recycling one at a time. Plus, we’ve found that the easier we make it for end users to do the right thing, the more they’ll recycle and buy from you.

If you're an Imaging Dealer, an Office Products reseller or a Managed Print provider looking to distinguish your services from your competitors, let’s go green together. 

With Earth Day fast approaching, what better time to help your customers make a difference with our Zero Landfill recycling program. Give us a call to learn more!



Tags: toner cartridge recycling, LMI Solutions, remanufactured cartridge, print cartridge recycling, earth day

4 Takeaways from the 2017 Executive Connection Summit

Posted by LMI Dealer Content Team on Tue, May 30, 2017 @ 04:11 PM

blog image - connection summit 2017.jpg

It’s great to attend industry events to rethink your business strategy or validate that you’re on the right path. If there was a Hollywood version of the imaging industry's elite faces, the Executive Connection Summit could be it.

After two days of thought-provoking speakers and plenty of networking, here are four takeaways we hope can help you grow your business. 

1. Predictive analytics have arrived. The shift from reactive, to proactive has now evolved to a predictive state. Old school copier people remember when 100% of service calls came from incoming phone calls and emails before any action was taken to fix a problem. With advancements in technology, we were able to become proactive in many cases to prevent an issue from happening, and now we’re seeing more and more predictive analytics to improve our execution and the customer experience. This new predictive posturing comes from tremendous strides in technology such as the Internet of Things and Big Data that provides more insightful and actionable information.

“Real Time is now too late.”
- Joseph Bradley, President, Vice President, Cisco [Click to Tweet]

2. Managed Business Services offers tremendous growth potential.


DOUG JOHNSON / Chief Strategy Officer, LMI Solutions

Our Chief Strategy Officer, Doug Johnson, spoke to the prevailing shift from selling products to providing value add services as the way for dealers to maximize their growth potential in the future. During his presentation, Doug suggested that dealers that still have product brands on their business card may run the risk of being perceived as though they sell only “products”, instead of being perceived as a true value add business services provider. References were made to the increasing size of the millennial workforce and how this new wave of business leaders tend to be more comfortable with services and the use of apps to make many of their business decisions. LMI Solutions also announced a strategic partnership with FORZA, the SAP Business One platform and other leading service providers such as Intellinetics, a popular document management service for SMB customers. Just as Doug is suggesting dealers make the shift, so too is LMI Solutions with our new portfolio best-of-breed services that dealers can source and sell as an LMI partner. 

“If you’re just selling MFPs, you’re selling Sony Walkmans.”
Rick Taylor, President and CEO, Konica Minolta [Click to Tweet]

3. Security is a hot topic. If you attended the event and listened to the OEM leaders speak about the heightened awareness around information security, hopefully you have already added it to your value proposition. From HP’s clever new series of videos called “The Wolf” to the headlines about the new “Wannacry” cyber-attacks (a new form of ransomware) we all saw on the news, it’s no secret that dealers now have a compelling reason to meet with more business leaders. Speaking with some of the top dealers in the nation at the event most, if not all, have already launched some form of training and marketing initiatives to make customers aware of the threats and offer new ways to protect their data. Perhaps the most eye-opening news was the simple fact that so few organizations actually report security breaches for fear of damaging their reputation.

“Only 1 in 4 ransomware attacks are reported to the authorities.”
Datto [Click to Tweet]

4. Digital Marketing is gaining momentum. As dealers and technology providers continue to review their cost of sales for lead generation, most of the industry leaders have already embarked on some form of digital marketing strategy. Simply put, in a seemingly commoditized market with more and more customers searching for products and services online, it makes sense to leverage digital mediums to communicate and attract qualified prospects to your website and your sales team. If you would like to see how top performing Managed Print providers are utilizing digital marketing, please ask us for an “opportunity discussion” WebEx.

“Over 80% of people now search online for products and services."
in2communications.com [Click to Tweet]

If you haven’t attended the Executive Connection Summit, it truly is what the name suggests; a venue for industry executives to join in conversation and strategy to benefit the entire industry.

For a view into this year’s event, we invite you to join our friend Andy Slawetzky’s collection of pictures and videos to feel like you were almost there!


6 Ways to Reenergize Your Managed Print Salespeople

Posted by LMI Dealer Content Team on Fri, May 05, 2017 @ 10:21 AM


Even great sports teams or elite athletes suffer the odd lull in their performance. The same may be true with your Managed Print program. If so, here are six ways to relight the flame that fires up your Managed Print salespeople.

1. Review Your Sales Compensation Plan – As it’s often been said, salespeople are "coin operated" and the way they’re paid will determine their performance.

2. Create a Campaign – Put together a customer-facing theme, give reps handouts, showcase it on your website and promote it in email campaigns, your social channels or on a larger scale digital marketing campaign.

Here’s an LMI video one of our dealers used as the lead messaging in a recent Earth Day campaign: 


3. Target Specific Verticals – Repetitive activities within a vertical market will force you to learn the customer profile and how to sell to them. Our Vertical Market Attack Packs can help with this.

4. Link the Service Technicians in Some Way – Maybe it’s financial spiffs for leads or introductions with the salesperson. Often the technicians have good relationships with the MPS decision maker.

5. Host a Webinar – They’re easy and inexpensive to market, create and deliver. Plus, you can see who attends and also archive your webinar to play around the clock and sell for you.

6. Set a Goal – Make it realistic and achievable with a payout or bonus at the end. Then measure and communicate progress on a frequent basis to keep it top of mind. 

Whether you’re enjoying the growth happening in the Managed Print market right now, or you’re rethinking your next move, perhaps one of the above ideas can complement your MPS sales strategy.

Tags: managed print sales

How to Sell Monochrome MPS Programs

Posted by LMI Dealer Content Team on Tue, Feb 21, 2017 @ 02:40 PM


Sometimes going counter flow to what everyone else is doing can create opportunities. This may be the case as we see some elite MPS providers selling away from color output devices with extremely cost conscious customers. They say today's value driven buyer is happy to simplify and save money by restricting users to black and white output only.

The Math:

A typical office color printer that prints 2,000 pages/month in monochrome at 3 cents/page, and 2,000 pages/month in color at 8 cents/page, would cost $220 per month.

A typical office monochrome printer that prints 4,000 pages/month at 3 cents/page would cost $120 per month. That’s $100 less per printer, per month.

Popular Markets:

  • Government
  • Education
  • Healthcare
  • Accounting

To sell monochrome only programs effectively you need to have the right cost-conscious prospect and know how to sell against a print strategy that includes color devices.

Selling Points of a Monochrome Managed Print Program:

  • Less Expensive – The cost of consumables (toner) to operate a monochrome device is exponentially less expensive than for a color printer.
  • Ultimate Color Control – Users are forced to print in black and white.
  • Simplified Supplies – One monochrome toner cartridge vs. four cartridges (cyan, magenta, yellow and black) for staff to know how to change.
  • Easy Access to High Quality / Yield Remanufactured Cartridges – Selecting the right monochrome printer makes it easy to source high quality remanufactured cartridges with up to 200% more impressions between cartridge changes. That’s less shipping, handling and inventory for you and the customer.
  • 100% Recycled – Both printers and print cartridges can be recycled for future use and avoid landfill.
  • Service Benefits – Monochrome printers tend to have less service issues and fewer quality fluctuations requiring a service call.

You know your customers best. Proposing a  monochrome Managed Print Program vs a color program may not be your lead strategy, but in some cases, a simplified and more economical approach may be a benefit to you and your customers.


 MPS Opportunity Calculator


Tags: MPS

5 “Must Make” New Year’s Resolutions for Managed Print Providers

Posted by LMI Dealer Content Team on Thu, Jan 05, 2017 @ 05:03 PM


Every January we feel the surge of a new year beginning with the perennial optimism that comes with company kick offs, sales meetings and other events to start the new year. This year, the number one question we’ve been asked so far is…

What are the elite Managed Print companies doing to grow pages under contract this year?

If you believe the adage ‘success leaves clues’, here’s what you can do to follow in the footsteps of what the top performers are doing right now:

1. Understand your actual costs

Gaining an accurate insight into your actual cost per page means much more than just calculating the price and yield of a toner cartridge. Fulfilment errors, overstocking, waste and premature cartridge replacement are all examples of what elite MPS providers are now tracking to maximize profitability.  If you don’t have a way to measure your actual “hidden costs-per-page”, let us help you calculate where you can quickly add margin by correcting common intolerances that can be easily avoided.

2. Get stickier with customers with value add services and MPS apps

Customers want you to do more than just deliver toner and show up once in a while to fix their printers. Progressive dealers are adding value add services to improve the customer experience, make them more productive and/or save them money. For example, some MPS providers are now leveraging our new app that allows end users to track usage, order supplies and monitor device status – all from their phones. Many MPS resellers are also accelerating their commitment to helping end users recycle their used print cartridges which is perceived as a real value add as organizations place more and more emphasis on reducing their carbon footprint. 

3. Improve the MPS content on your website

You’ve probably already heard the stats, but they are worth repeating. According to Gartner, over 80% of B2B buyers will perform an online search as part of their buying process and the OEMs are now reminding their dealers that their B2B buyers are now 57% into their buying process before engaging a live sales rep. That’s because they’re on your website, so it simply must be great. Today’s Imaging Reseller website needs to be properly optimized for Google Search, have active social media channels, a blog and a way to generate sales leads. More and more dealers are starting to outsource their website to professionals that offer industry specific Digital Marketing Services with a return on investment you can finally measure!

4. Train your salespeople to sell MPS

Do ALL your sales reps have the necessary skills to articulate your Managed Print value proposition? The shift from selling a product to selling a service can be difficult for some sellers without formal industry training. Top reps understand the pain points related to office printing and are able to exploit those imperfections to create more selling opportunities. To date our Peak Performance System has trained over 4,000 Managed Print sales professionals on how to sell MPS. For what it’s worth, we’ve found that most salespeople tend to sell less of what they don’t feel comfortable selling. By training your entire salesforce, you will immediately improve your people’s confidence and their ability to generate more sales leads that can be converted to monthly recurring profit.

5. Train your technicians to repair printers

Sometimes the investment in service training tends to take a back seat to other training priorities. Experienced dealers know that a trained technician is significantly more profitable than an untrained technician. They also know that you now have a nice mix of live training and online service training options that can keep the techs in the field and avoid travel expenses. In almost every case, dealers tell us printer service training packs a lot of profit to their bottom line. Less parts, less call backs, happier customers and less hassles. If you haven’t trained your techs on how to properly repair popular printer makes and models, chances are there may be a significant payback opportunity on service training. 

Do you already have any of these best practices as New Year’s resolutions?

Perhaps now is the time to select one or two areas you believe would make the biggest impact to your top and bottom line – and act right away. 

If you’re looking for more detail on these best practices or additional ways to grow your Managed Print business - we’re ready when you are.

Click me


Tags: managed print sales

5 Money-Making New Year’s Resolutions for MPS Sales Managers

Posted by LMI Dealer Content Team on Wed, Dec 21, 2016 @ 03:19 PM


One of the quickest ways to grow your sales results and your income next year is to strengthen the competency of your sales managers. With turnover rates in the imaging industry red-lining now in the 60% range (mostly metro centers), it’s hard to argue with the need for a strong sales leader. A recent survey of sales professionals also revealed that the number one reason people quit a sales position is because they don’t like the person they work for. If you have ever worked for a great sales manager, you know what a difference they can make.

To help you and your sales managers succeed, here are five New Year’s resolutions to consider:

1. Focus on sales skill development – not just results. 

It’s hard not to focus solely on the numbers, but if you don’t teach your salespeople the art of selling, they may never become self-sufficient – and stay! Most adults learn by doing, so the key to building selling skills is ongoing reinforcement. Try to create some form of ongoing weekly sales skill development exercise as part of every sales meeting agenda.

2. Create individual rep development plans – focus on the person. 

Every sales rep is different. Each has their own selling style, their own unique motivations and certainly their own expectations. This is why successful sales managers have a specific plan for each rep on their team. The plan is based on their profile including a realistic view of their strengths and weaknesses. Coaching everyone the same may work for some, but not all.

3. Make sales meetings productive – don’t waste people’s time.

Have you ever attended a sales meeting that could have been handled in an email? If you’ve sold for more than three months, chances are you have seen your share of wasted selling time: long, boring PowerPoint presentations, product info that could have been emailed or meetings that lack a structured agenda. Elite sales managers have a meeting agenda, a meeting plan and then they execute on that plan. Think about it, in professional sports would you ever catch a coach without a practice plan?

4. Inject some FUN in the job – keep things positive.

Customers can be extremely challenging and common sense suggests that people will endure more and try harder if they enjoy going to work. That’s not always an easy task which is why the culture of the sales department must be upbeat and positive. Great sales managers have a way of creating fun contests and humorous challenges that make work fun while generating bigger sales results! 

5. Spend more time in the field – but be prepared.

We all act differently in front of a customer. Some can act good...and some, not so good. Take the new hire for example. Who really knows what they’re saying (or not saying) to a customer. Sometimes it can be scary for sales managers to see how their reps engage with a real live customer. Spending more time in the field allows the sales manager to impact more deals, observe the rep's selling skills first hand and coach better than they could behind their desk. If job shadowing isn’t part of your current sales management process, you may be missing a big opportunity to develop people and achieve bigger sales results.

Do you need help with MPS sales training or new hire selling skills? Now may be the time to view what North America’s top Managed Print providers are doing to grow their businesses and their profits.  Engage us today to learn more!



Tags: Sales strategies, MPS, how to grow MPS business, sales tips for MPS