Let’s face it--it takes more than a sales training event to become successful at selling managed print services. You send your rep off site for MPS training for a few days. On the way home, they forget half of what they learned. Then they hit their territory on Monday morning. Then it is two weeks before they finally set their first assessment. By then, they have questions, but no one to ask. The rep gets frustrated and leaves.

MPS Sales Mentoring
Success in a critical new venture like MPS requires more than training. You need someone to come along side your sales people and mentor them.

DocuAudit provides mentoring and coaching to your sales team. They receive knowledge as they need it. Then, they have a support structure to answer their questions and coach them through the sales process.

A Proven Process
We have developed a proven sales development process to ensure success.

• Skill Building
  MPS reps participate in weekly skill building calls. Each call is followed with specific action steps, ensuring that skills are internalized. Participants learn the fundamentals of:
  
  
  • Getting appointments with c-level executives
  • Selling the assessment
  • Conducting the assessment
  • Preparing the report
  • Closing the deal
  
  
• Sales Tools
  Reps take advantage of a set of customizable sales tools to support the sales process. Scripted presentations, brochures, white papers, proposal software and report templates streamline the sales process. Sales tools are also integrated with a proven marketing program to enhance success.
  
  
• Best Practices
  Skills and tools by themselves are fine. However, the key is to make sure they get applied. Each week, reps participate in a best practices call. This call is an open forum for sales reps to talk about the challenges they are facing at each level of the sales process. Role playing also helps crystalize skill development. Reps benefit from the combined experience of the team and leave better prepared to execute in the real world.
  
  
• Accountability
  Sales reps are held accountable for their activity and results. Weekly reporting ensures that reps are meeting their required target of 8 c-level appointments per week. Sales funnel reporting provides the basis for coaching reps on how to close specific accounts.
  
  

Experienced Professionals
You can take advantage of our team of experienced experts to mentor your managed print services sales reps. Led by Jim Salzer, an industry pioneer in managed print, the team of coaches brings real world experience to the coaching process.

To learn more about the program, contact us today.