Scott:
Of course one of the ways i keep up is with this web site, I can learn hardware and software as I "need to know" and still concentrate on prospecting, demoing and closing.
To the new "recruit", how can one possible learn the features and benefits of the entire Ricoh line. We (COPI) sell the entire line, out of eight sales people we probably have two that have the knowledge to "sell it all"!
I have seen numerous reps come and go, when they have had to learn product knowledge, sales and the art of prospecting.
Our company does not incorporate "verticle marketing training". However I am a firm believer that in todays imaging business you need to learn one verticle market at a time.
Take Engineers, Architects, Contstruction, etc... cold call them, call them, get the demos and see what they need. They will need wide format products, billing software and mid size MFP's. Keep calling on them until you become and expert in thier needs for imaging. Once this has been accomplished you can attack another verticle market in your territory.
I believe this type of selling will work in the large market areas, however in rural areas you will have to diversify and learn as you go.
My customers, most of them enjoy that they can use me for all of their needs, laser printing, fax, copier, color and now scanning. know I have to become an expert in scanning software or at least knowledgable to sell it.
I would say five to six hours a week is dedicating to learning the new features and software that is required. What a system can and can't do.
I don't see how the second tier manufacturers can effectivly train thier dealers when they have a higher turnover of personell.
Art