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Friday, February 10, 2012

Update #2 from Orlando - BTA Southeast Winter Break 2012

Update #2 from Orlando: BTA Southeast Winter Break 2012
Guest Post:
Carl Little, VP of Dealer Sales, InkCycle, Inc.
Email: clittle at inkcycle dot com
I had the pleasure of listening to Rich Sissen of Sissen & Associates this morning, as well.  Many of you might remember, Rich delivered a Tools for Traction webinar on "Hiring the right people" for us a few months ago.  (Email our marketing department at the link below and ask for the user name and password if you'd like to see the webinar Rich delivered for us.)

While Rich is an expert when it comes to recruiting and training great salespeople, he shared with us the results of NOT hiring the right people.  The cost of a bad hire can be devastating.... if a salesperson only stayd for 6 months, then $30,000 is lost -- and that's in real costs.  That doesn't count the intangible costs that include loss of business, loss of future business, loss of fixing mistakes and the morale problems that go along with hiring the wrong person.  Those costs can be anywhere from $50,000 and up!

It's important that you perform your due diligence when looking for the right person for the right job.  Each product you sell is different, so your sales person needs to have a different set of skills.  Hiring the right person to sell Managed Print and Document Management services requires a special breed, and he shared with us some tips to help find the right person.


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