Managed Print Results Helps Dealers Drive 32 Million Pages of Managed Print Contracts28 May, 2009
Managed Print Results Helps Dealers Drive 32 Million Pages of Managed Print Contracts
Today Managed Print Results announced the launch of their new website (www.mpsresults.com) and the latest version of their mentoring, marketing and infrastructure support program to help dealers drive managed print sales. During the initial pilot version of the program, 14 sales people closed 32 million annual contracted pages.
“Dealers face considerable challenges when it comes to driving managed print sales,” said Jim Salzer. “After ten years of running training events, I came to the conclusion that training by itself doesn’t work.”
The Managed Print Results team worked together to build a comprehensive offering to mentor sales people, market to drive sales activity and coach dealers on building an effective infrastructure.
Instead of training events, the Managed Print Results team concluded that mentoring sales reps would be a better model. Over 90 days, dedicated MPS sales reps experience weekly skill building and best practices live web meetings with a cohort of other MPS reps. In the process, they master the seven core sales skills. They also have a forum to work through challenges they face in the field. Coaches also hold the participants responsible for minimum activity levels and sales funnel management.
In addition to mentoring, the program also provides marketing support. “We work with the participants to launch marketing programs that integrate with the sales activity,” commented Darrell Amy. “The goal is to get the sales reps in front of c-level decision makers to make the case for a print assessment.”
Sales representatives are equipped with a full set of MPS sales tools. Marketing support also includes direct mail campaigns, newsletters, brand creation and web development.
Dealers can also benefit from infrastructure coaching from experienced individuals that have launched multiple managed print programs. “There are many issues that arise when launching a managed print program related to compensation plans, internal process and infrastructure,” remarked Doug Johnson. “We come alongside the dealer’s management team and help them operationalize their managed print program.”
Results: 32 Million Pages
The results of the program have been very positive. This past fall the first cohort of sales people closed 32 million new annual pages of managed print contracts in their first 180 days--all during the early months of the recession. The exciting thing about these results were that many of the sales reps were new to the industry.
Since the pilot, the program has launched multiple cohorts in the mentoring program. Most of the original participants are continuing in the program, adding additional reps in the training process.
Dealers can learn more about the program and request a complimentary MPS Assessment at www.mpsresults.com.
Managed Print Results
Managed Print Results is a comprehensive program to help dealers drive managed print sales. The program is a result of collaboration between Jim Salzer of DocuAudit International, Darrell Amy of Dealer Marketing Systems and Doug Johnson and Mark Shelton of MPS Associates. Together, the team brings a wealth of experience in working with both dealers and OEM’s in successfully launching MPS programs. Learn more at www.mpsresults.com.