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Scott Cullen emailed me and asked that I post "top challenges faced by sales reps on a day to day basis", if you'd like to answer I'll forward the replies to Scott and he will reference you and your thread on the upcoming article for The Imaging Channel.

If you like something I've posted please feel free to click the "like" button!

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The biggest challenge I see is that you have to sell so much more to make the same money you have in years past. It used to be that if someone needed duplexing, or stapling, or speed, etc. they had to pay for higher scale equipment. Now they can get for $3,000 what they used to have to pay $10,000 for. It used to be that everyone was a profitable prospect. Now only the upper 20-30% represent a potential revenue capable of earning over $1,000. Even solution sales are hard to build profit in and tend to be more time consuming.

Old Glory

 

I agree!!  Solutions take longer, I've been working on a secure print solution for almost 4 months. I'm lucky if the deal will top 40K and even luckier if I get the deal.

 

I've tried to focus on higher end hardware and multiple units. The multiple units is tough because everyone is involved and margins are so so at best.  MY only saving grace has been the wide format stuff.

One of the biggest obstacles up until recently, was having to answer to a Sales Manager, who was totally incompetent, and the micro management he adopted in trying to gain kudos with management for his failure to produce a winning team formula was ridiculous. Fortunately, they have since given him the boot, and life is starting to get back to normal.

Wow. No poll answer regarding the rep’s activity…interesting. Over the years I have learned that if you work hard and SMART, you’ll hit your numbers. 

 

I also think that there is a condition that affects a lot of sales reps in virtually all industries. It is a type of an iron deficiency disorder.  It is when iron in your blood is transformed into lead that forms in your rear end.

 

If someone bounces from dealership to dealership and never finds success it is most likely them. If they’ve had success in the past, they know how to get there again. If they are new, test them out at 80/20 by Alan Rigg. He’ll tell you if they have a foundation to build on.  Full Disclosure: I have no affiliation with 80/20 or Alan, other than being a very satisfied customer.

I did not put an option for reps activity, because I believe most of the members here are true professionals and we understand how important it is to complete those activity goals for the week, month or quarter.   You are correct, there are no short cuts, you need to work!! Originally Posted by dimaxusa:

Wow. No poll answer regarding the rep’s activity…interesting. Over the years I have learned that if you work hard and SMART, you’ll hit your numbers. 

 

I also think that there is a condition that affects a lot of sales reps in virtually all industries. It is a type of an iron deficiency disorder.  It is when iron in your blood is transformed into lead that forms in your rear end.

 

If someone bounces from dealership to dealership and never finds success it is most likely them. If they’ve had success in the past, they know how to get there again. If they are new, test them out at 80/20 by Alan Rigg. He’ll tell you if they have a foundation to build on.  Full Disclosure: I have no affiliation with 80/20 or Alan, other than being a very satisfied customer.

 

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