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Copier Sales Reps, Presidents Club & The Grind

 

I originally posted this blog back in 2011. As 2017 draws closer to closing, I thought it would be an appropriate blog for those of us that care about meeting or exceeding our quotas.  I could only hope that what I share can help inspire those that are new to our industry.

I really can't understand why there are sales people that just go through the motions and couldn't care less if they attained quota or was achieved Presidents Club.  I mean, where is the desire, determination and dedication to be the best?

Recently at the BTA East event, one of the main pain points for dealer principals is that they could not develop sales people that would stick around for a decent amount of time.

My take is that we are not identifying those that have DESIRE.  Desire can't be bought, can't be taught. You've either got it or don't have it.

I have a simple test during the interview for applicants.  Send me and email and I'll tell you what that is apost@p4photel.com

Copier Sales Reps,  Presidents Club & The Grind

Another year has passed for me in the Office Equipment Industry.  I'll be starting my 32nd year in the Copier Business, with 30 of those years in "down the street" sales.

The start of a new year has always been a struggle for me, not work wise, but mentally. The end of every year includes closing as much business as you can, along with putting in an additional 20-30 hours in by the end of the month. I always remember that you're only as good as your last  month, quarter or year. 
The start of the new year means that I'm starting from scratch again, and I can see why so many reps can't or don't cut it in this business, it's a grind, every day, every month, every quarter and every year.  To tell you the truth it seems like the quarters and years are starting to fly by.  
Can't remember where I heard this, however it gets a good laugh every time I repeat it.   "Life is similar to a roll of toilet paper, the closer you get to the end of the roll, the faster it goes!"

I've been fortunate in the last six months, sales have turned around somewhat even though margins are down. I was able to make the Presidents Club trip and the wife and I will be making a trip to Aruba in a few months for a few days of rest, sun, and warmth.  (This was my first real President's Club Trip, I had made President Club for may years, however the prize was a Sales Plague and a pat on the back)

Vacations


Every month we have that sales quota.  But, what happens when you're on vacation?  Is it really a vacation?  What I mean is that,  if you've got a week or two weeks vacation do you still have to meet your monthly quota even thought you're not working for 25% or 50% of the month?

If I'm only working three weeks then why do I till have to cram a months worth of business in three weeks? My point, it's really not a vacation (yes, it's time off, but we're always working)  to me unless my quota is reduced.  I've been preaching this for years and finally got my point across and then the dealership I worked for was sold and I'm back to square one again.  I call that conditions, everything changes and you need to change with the times.

Getting ready for a new year needs me to focus on some new goals:

  • I don't want to be second, as Ricky Bobbie stated, if you're not first you're last!
  • I need to create a deeper pipeline of opportunities
  • I need to focus on higher dollar amounts
  • Get inspired every day!
  • I want to increase by earnings by 20% in 2011
  • Remember that if I'm not working hard, then one of my competitors is out working me


Set your goals for the new year, keep them on desk at work, and your desk at home.  Remember that you're only as good as your last sale, and you still need to prospect day in and day out, don't count on any one to give you a lead!  Do it on your own, keep your clients educated, and meet or exceed their expectations. 
-=Good Selling=-

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Comments (2)

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Jackson posted:

Well said Art, spoken like a true Jedi-Master.  Do or not Do, there is no try !
Congrats on 36 years of selling copiers.  I think !  LOL.  I don't know whether to feel good or bad for you.  There must be something wrong with all of us to stay in this crazy game that long.  Keep the articles coming.

TY, Jackson.  Feel good for me, because I'm a guru and I still love what I'm doing!!

Well said Art, spoken like a true Jedi-Master.  Do or not Do, there is no try !
Congrats on 36 years of selling copiers.  I think !  LOL.  I don't know whether to feel good or bad for you.  There must be something wrong with all of us to stay in this crazy game that long.  Keep the articles coming.

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