Finding good sales reps is never easy.  Finding a sales rep who can sell like a marketing service provider is ever more difficult.  But sales professional Pam Conover offers the following 5 tips.

(1) Document Your Sales Process
Review the sales system that's worked for your operations so far, mainly what you did to sell your services and how you manage accounts.  This serves as a list to help you determine what responsibilities will be required of your new MSP Solutions Sales Rep.  Consider, for example,  prospecting for new potential clients, cold calling, scheduling appointments, making presentations, marketing and strategy meetings, providing client solutions, developing and maintaining client partnerships and participating in training events.

(2) Develop An Accurate Job Description
Create an accurate job description, including very specific requirements such as previous sales, marketing knowledge, and business experience.  Defining the position clearly will ensure that you'll get the applicants who are actually qualified for the position, and who will understand what's expected of them.

(3) Determine Compensation

Don't underestimate the amount of time, dedication and effort it takes to sell MSP services.   You should ofer a comprehensive base salary along with other incentive based compensation, a sales commission or a bonus on a predetermined sales volume.

(4) Develop A Recruitment Plan

Assemble a plan to find candidates who have the characteristics you want.  Reach out to your network of contacts, colleagues, customers, and vendors, to seek out qualified applicants.  Also check out local business school graduates who have majored in marketing and taken sales courses already.  Advertising on job boards, industry publications and social media are also great ways to find and connect with good candidates.

(5) Interviewing

When selecting applicants for phone and in person interviews, you should already have a good idea of their basic qualifications from your job description and their resumes.  Make sure you create a company profile that describes your company services and culture.  Use the interview process to uncover the unique personal experiences that objective data can't show, like a candidate's ability to handle disappointment and rejection, an inevitable part of a sales position.

Last year Print Access, our Association's online Buyer's Guide had more than 100,000 visits.  This online service, exclusively available to WSPA/PIA members, is the printing industry's "who does what" search engine.

Although every member is entitled to a listing, not all have created profiles or regularly update their profiles.  With more than 240 product categories, including 100 commonly-searched product groups, anyone wanting to take full advantage of being found in a web search should take the time to update their profile.  Each member has a designated individual profile along with a unique password.  Forgot your password? Click the "forgot password" link above the User Name and follow the instructions, or contact June Crespo at 844-237-1550 or jcrespo@wsprint.org.

To access Print Access CLICK HERE.

After a year's absence the ever-popular WSPA Phoenix Golf Tournament will return with a vengeance on Saturday, September 19, 2015 at the stunning Arizona Grand Golf Resort.
Sponsorship Opportunities

Interested in sponsoring the tournament? There are numerous opportunities still available including individual hole sponsorships - many helping to support future GCEF Scholarships.

 

For details contact tournament chairman Gary Matchinsky at 480-829-8890 or  garym@bctarizona.com

WSPA is only as strong as its membership base and wants to continually grow to service its members.  You can help by being an ambassador and referring potential members our way!