Sales Transformation... The Key To Success As A Copier Sales Rep

I had the privilege and honor in attending the Print Audit Top 100 Summit in San Diego, California, September 7-10, 2016; as a sponsor and speaker.

This event stamped in my mind, this is one helluva a great time to be working inside the office technology environment. The team at Print Audit led by John MacInnes brought the brightest minds together inside the imaging industry to help chart their own course. From copier dealer principals through to sales teams the business world is your "Oyster". The time is now to unite and work together to help build the business model of the future, a model which will bring back margins, growth and sustainability.

For those who feverishly speak about print is dead... No, print is not dead as some may think it is. During the summit David Ramos from InfoTrends provided some staggering numbers: 1.6 trillion-total office+production pages printed in US | 838 billion-pages coming out of the office (segs 1-5) | 628 billion-pages from A4 devices | 193 billion-pages from A4 color. 

From a pure sales perspective, my take during the summit... the business workplace has changed. No longer is it about the copier, the MFD (Multi-functional device) or whatever copier sales reps love calling devices which kick out paper. The time is now to...

"Innovate in your own Industry"

Industry pundits and experts, inside the office equipment space; continually suggest Copier Dealerships must adopt, repackage, retool and go to market as Managed Service Providers (Managed IT, Managed Network and Managed Print). During the Top 100 summit it was clear to me the business model must change to remain relevant inside an ever-changing office environment.

As a recovering copier sales rep, I am continually blown away as all of the focus is being placed on what copier dealers need to do to succeed inside the office equipment environment. Yes, copier dealerships need a dose of reality and accept the fact they must CHANGE their mindsets and become open to CHANGE if their dealerships are to succeed into the future.

I am here to inform you all if your dealerships are to succeed into the future, one thing has to happen immediately... Your sales reps need to transform!

Haters will hate and this is fine. Dealer principals can spend all the money they want on repositioning themselves with credible looking websites and fancy marketing material, however; the fact of the matter is if you are not making a commitment to helping your sales reps transform then how do you expect to grow your dealership?

The time is now to reunite with your sales team. I urge you to make a commitment to help your sales team transform. Even Peaches and Herb agree!

Successful Copier Dealerships Will Succeed By Helping Transform Their Sales Team

So much focus is placed on managing to the "model", managed service this managed service that, let's focus our attention to the sales team. Help and guide your sales team to succeed in an ever changing business world.

It all starts with making a commitment to bridge the gap between their "analog" sales skill set and their "digital" sales skill set. Bring to them education. Guide them with coaching as they now have to become mini-marketers on behalf of your dealership.

Just as copier dealerships invest in building their credibility online, they must make a 100% commitment to make sure their sales reps look credible online. Heck, they are front and center; the marquee main event to your clients and prospects.

Copier Dealer Principals

Please take a few minutes and look at each and every sales rep within your dealership and ask yourself this question...

Would I buy from them based on how they have positioned themselves on LinkedIn?

To all dealer principals... how your sales reps look online is a direct reflection upon your dealership. Opinions are being formed daily based on what your prospects find or don't find about your sales reps. Foster the environment for your sales reps to build their brand as they are driving the sales revenue of your dealership. It all starts with two key words

COMMITMENT & TRUST

I don't care if you sell Ricoh, Canon, Konica Minolta, Xerox, Toshiba, Sharp, Kyocera or the other multitude of manufacturers; they are all copiers which do virtually the same thing. 

How your sales reps sell it and how they offer it has become THE competitive advantage. I urge you to make a commitment to how your sales reps integrate the use of LinkedIn into the sales process to do one thing... Drive more new business opportunities!

To be effective today your sales reps inside your dealership need to acquire a whole new skill set: self-branding and content magnets! If you want to be perceived as a commodity then continue to pursue being involved in the dog pile; continuing to go to war over cost per page and lease payments. 

I challenge copier dealer principals and their sales teams... time to set the egos aside. Start helping your clients and prospects solve their business problems and challenges. Rise above the copier sea of sameness! I know you can do it!

A special thank you as events such as Print Audit's Top 100 Summit bring bright minds together to discuss business diversification beyond hardware and managed print services. Events such as... Bring ideas to help transform sales reps.

My commitment, drive and passion is to bring to each and every copier dealership the digital sets of skills needed to help successfully transform sales departments to consistent revenue generating machines inside a digital business world.

It is all about developing a next-gen mindset and skill set. If you all plan on being in this business for any length of time you must learn how to adapt.

If you would like some inspiration I welcome the conversation or send me a message to [email protected]. Your comments, likes and shares are greatly appreciated.

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

Look for more information within the Social Sales Academy blog site.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform and coach B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy