What does it take to get an office technology dealership’s production print sales reps to sell more software?
Recently, Luis Villa, production print VP at Atlantic Tomorrows Office in New York City and Josh Santos, director of production print at RJ Young in Nashville, TN, shared with me the strategies their teams use to boost production print software sales. Both organizations sell a broad range of software, including RSA’s WebCRD and QDirect.
First and foremost, they and their teams understand the mission-critical importance of software for driving production print applications and how some solutions can further automate their customer’s printing operations. But it takes more than that.
It Takes a Specialist
At Atlantic, a production print systems solutions analyst or production print systems engineer assists sales reps on the software side of the sale, often asking the million-dollar question: “How do you receive your jobs?” And what they discover is sometimes shocking!
“Some people are still using goldenrod paper [for job orders],” revealed Villa.
He observed that many business owners still don’t understand what software is available to automate their businesses and how much it can save in labor costs as well as how much more business they could generate by automating the ordering process and their workflow.
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SOURCE Rochester Software Associates
