Copier sales reps

How Good Help in the Office Imaging Industry Became So Hard to Find

A few weeks ago I wrote a column about one of the biggest challenges facing the office imaging dealer community—finding good people. Shortly afterwards I received an e-mail from Paul Schwartz, president of Copier Careers, a staffing company for the office imaging industry, who
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Success at the Toughest Job in the Company: Sales Management Part 2

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?”
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It’s Time to Teach Sales Reps How to Sell Again

What’s wrong with these people? Sales reps I mean. If you ask Tom Callinan of Strategy Development, the industry has changed, but some sales reps haven’t changed with it although he’s not really blaming them. “We’ve turned our sales forces into financial sales people,” opines
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Between the Lines: Looking at Copier Sales Reps’ Pay Stubs

A couple of weeks ago Copier Careers released its 2013 Sales Representative Salary Survey. This is the third year the company known for its service technician, service manager/ops manager, and sales manager surveys, has engaged in such an ambitious undertaking. This year’s survey
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The Death of LinkedIn?

When I first heard about LinkedIn I can remember that LinkedIn was a social site for professionals that would help you advance your career and help with finding new job opportunities. Personally, I enjoy using LinkedIn and I feel that LinkedIn is one of those invaluable resources
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The New Reality for Today’s Copier Sales Reps

Whenever I speak with Andrew Ritschel, president of Electronic Office Systems (EOS) in Fairfield, NJ, I can count on him to share his concerns about the latest goings on in the office technology industry. This time at the end of our conversation, Ritschel made one thing perfectly
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10 Awesome Tips to Keep Your Best Sales Producers

Seems to me like this would be just the opposite of “10 Tips on How to Lose Your Top Sales Producers” blog I wrote….., well, not entirely. 1. Don’t lie to them. If you do and you’re found out to be a liar, the rep will have no respect for you or your
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