PrintingNews.com

Getting started as a new printing salesperson is not easy. From the top-tier printing companies to the smallest shops, owners and sales managers are often not very patient and they expect salespeople—even the new ones, to perform quickly. Though getting into any sales career is tough, printing presents it own challenges.

New salespeople must quickly comprehend the many technological advances taking place within the printing industry, while also maintaining and developing deep relationships with their customers. Though playing golf with customers is not completely dead, it is way more important to know inside and out what your customer will need to increase their business through printing applications.

In addition to becoming knowledgeable about the printing industry and their company's specific products and services, new salespeople must also quickly develop sales skills and learn the selling process to generate new customers.

Recently, I received an email from a new printing salesperson that was hired by a New Jersey printer. The new salesperson, like many other recent college graduates and those entering this field for the first time, is feeling overwhelmed.

Dear Joe,

Printing sales is harder than I thought! I am committed to giving this a real effort, and know it will take more time to adjust but the pressure is intense. My company has set-up competition from within (other salespeople, eProcurement, house accounts, and brokers) and outside competition is brutal as well.

At the same time, I am basically trying to understand our capabilities and products. They are not all that good, pitiful in fact. My manager barely has time for me and doesn't give me much direction. I'm trying to learn as much as I can just from watching but it's a lot to digest all at once. The back office stuff is living in the dark ages, and their systems are incredibly cumbersome. The production team seems to continually make it difficult for us to do business. We just can't seem to get out of our own way.

One of the hardest things for me has been managing my time wisely. All of a sudden it is Thursday and I have nothing in the pipeline for calls—frustrating. I did get my first order two weeks ago with a large regional financial services company. This is good new account for me. I go into straight commission at the end of this month so now I'm really feeling the heat. Any advice you can send my way would be very helpful.

Best,
Corrie

Corrie is correct, and is experiencing the same thing as many other new printing salespeople. It is tough to start in sales. Even when you are talented and committed, those first six months can be a major transition. The key is to stay focused and disciplined. Below, I have outlined five of the key strategies for first-time printing salespeople: