By Sid Chadwick
“If you think you can’t afford ongoing education & training for your people, you probably don’t realize you’re already paying for it.”…….Allie Hutchison, Sr.
INTRODUCTION:
A new, personal low: “Our newly hired high-powered executives are being scheduled to play golf with some of our most important customers.” (From a client, proud of his new hires…)
‘Hope no one asks a technical-supplier question.
“New” Account Executives, Inside Sales Reps and CSR’s are being hired - throughout our great industry.
Their technical education and training - too often - are lacking in their beginning weeks…and continue lacking…..
A Buyer, with any experience, spots a “newby Rep” - from 100 yards - and the 1st five minutes. Those Buyers know to wait – at least 6 months, before considering the “newby.”
Technical education and training… were relentless – in any company I was a part of…..personnel enjoyed the frequently scheduled training….they knew it made them better, and more valuable!
I’ll never forget the V.P. of Purchasing from an insurance company, in a seminar titled, “What You Should Expect From Your Print Supplier,” sharing with her seminar attendees, that she had to say (in a commanding tone) to a Sales Rep - on his 3rd visit:
“I worked hard for my position and title… I don’t have time to waste…if you EVER come into my office and mention Golf again, it will be the last time you are allowed in.”
Note: Every Sales Call receives an evaluation…. from the Buyer.
What does your Education & Training Program look like for All your customer contact personnel…(e.g., Delivery Drivers, Receptionist, Inside Sales Reps, CSR’s, Bookkeeper, Lead Pressman, and Prepress/Designer)….?
SUMMARY:
This week I received a call from a treasured West Coast client. Because of the “over-achieving” culture he’s built in his company, plus several key, talented senior managers, his organization has grown over 20% a year – each of the last few years.
Everyone in the family - plus senior management - works about 50+ hours a week. (Understandably, they refuse to report to an association their profitability.)
The owner has two sons - one already at the company - who worked 15 years in Shipping and Prepress, before moving into Business Development, and selling over $15 million+ this year.
The CEO’s call to me was for his second son….who wants to enter Cal-Poly - next year….!
Talent is a given……..
Working ….. to relentlessly develop your talent – is the difference.
“ The highest reward for a man’s toil is not what he gets for it, but what he becomes by it.”…………John Ruskin
Prefer to comment without registration? Click in the Name field and select "I'd rather post as a guest"