Microcosm of Change ­—Michelson

Unfortunately, as sales guru Harris DeWese notes in his column on page 68 in this issue, many salespeople working at printing companies today suffer from call reluctance and are also closing challenged. They fear buyer rejection, lack the proper skills needed to prospect for new business, and require training in various ways to close the sale and ask for the order. One common denominator, he surmises, is that they are also almost always unhappy individuals. “A happy sales force is a productive sales team growing the company with profitable sales,” writes DeWese. “A growing, profitable company makes for a happy company, and buyers love to buy where they can find a little happiness.”