32,000,000 Pages in 180 Days
Submitted by damy on Mon, 04/27/2009 - 09:06
Sure, The MPS Sales Reps Complained
Most of all, they didn’t complain about the results. (And neither did the owners of these dealerships!)
Yes, You Read the Headline Correctly
The 12 participants in the MPS mentoring program closed 32 million net new pages in just 180 days.
It gets better: most of these reps were BRAND NEW to our industry. They had no previous copier or printer supply sales experience.
So, how did we pull this off? Mentoring. Rather than stuff sales people in a boring training seminar for days on end, we sent them to the field. They received the sales skills they needed in bite sized chunks in live weekly skill-building web meetings.
Sure, The MPS Sales Reps Complained
Yes, the reps complained as we made them role play the skills in front of all of the other sales rep participants during the weekly calls. They complained when we put them on the phone with CFO’s to set appointments. As you might imagine, the MPS sales people complained even more when we required weekly activity reports and sales funnels...
Here’s what they didn’t complain about:
Every week they participated in a best practices call. In this live forum, sales reps were able to talk openly about challenges they were facing getting in the door, conducting assessments and closing sales. Then, the group worked together under the guidance of the mentoring leader to solve the problems--and close sales!
They also didn’t complain when we gave them the sales tools they needed to succeed and backed them with marketing campaigns that supported their teleprospecting efforts. They also appreciated that everything was scripted--we told them what to say!
Most of all, they didn’t complain about the results. (And neither did the owners of these dealerships!)
Not only did the reps close 32 million new pages, they also sold over 150 pieces of equipment--in a program focused on taking printers under management!
Best of all, these reps are now on their way to being successful MPS reps. If extrapolated this success forward, it’s fair to expect that these reps could close over 1 billion pages over the next five years. That would be a net effect of over $20 million a year in recurring service/supplies revenue to these dealers.
Best of all, these reps are now on their way to being successful MPS reps. If extrapolated this success forward, it’s fair to expect that these reps could close over 1 billion pages over the next five years. That would be a net effect of over $20 million a year in recurring service/supplies revenue to these dealers.
You Could Get In On This
As you might imagine, the dealers that participated are hiring more reps to send to the mentoring program! We also have a limited number of slots for additional dealers to join us in the journey toward MPS success. To learn more and apply for a space in MPSResults, contact us now.
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