Print Management Resource Library

Transitioning Our Most Valuable MPS Resource: Legacy Salespeople

As the industry and dealers transition to a new MPS selling model, one important group is too frequently being left behind… the “legacy” sales rep.  Read more...

Building High Performance Teams in a Transitioning Industry

Building a team has never been difficult for those managers who know how and are willing to put forth enough consistent developmental effort to do so. There are countless examples of successful team building managers and leaders who have forged effective philosophies and strategies for us to follow.  Read more...

Sales Training – A New Model for a New Future

An adaptation from a conversation between Alice in Wonderland and the Cheshire Cat: "If you don't know where you're going, any road will take you there." If we hope to adopt a new model for our new future it is imperative to recognize some "tipping points" in our industry and the tendency for history to repeat itself.  Read more...

Operational MPS Training

In previous articles, we have tackled the issues of MPS Specialist vs. MPS Generalist and MPS Sales Compensation. Talking about organizational issues and compensation issues before talking about the training required to make MPS operational is a good working example of ready fire, aim.  Read more...

Be Specific on MPS Sales Education

Here is a comprehensive look at a best practices print management engagement process and the skills needed to ensure long term success for both sales professionals and the dealership as a whole.  Read more...

MPS Compensation

Dealers who have asked us whether or not they should have a Managed Print Services Specialist to sell their offering or just allow the entire Sales Force to sell Managed Print Services (MPS), quickly follow that question up with, "how do I pay them?" Like all other forms of compensation, there is a fair rate you should target for MPS compensation but there a number of ways to get to that fair amount.  Read more...

Company On The Move: Print Management Solutions Group

The Print Management Solutions Group (PMSG) is a strategic alliance between Learning Outsource Group and BEI Pros with a simple mission to support Document Imaging Dealers, Resellers, and OEMs with their development and implementation of a profitable and sustainable MPS offering.  Read more...

Specialist vs. Generalist

Dealerships who have entered any new market have wrestled with this question since the introduction of 50 page per minute black and white copiers. Should we have a high volume specialist who handles this business and take it away from the main stream sales force or should we let everyone sell it. The conundrum presented itself again with the introduction of facsimile and then in a much more pronounced way with the introduction of graphic color products.  Read more...

Stimulus Package for Document Imaging Dealers

Business to business sales organizations do two things; sell and then service and support what they promised. Consequently, the Salesperson and their Process and the Service/Support Organization and its Performance must be the targets of focus for a Stimulus Package that is meaningful to your organization; your dealership.  Read more...

Should You Test Competencies For MPS Sales Candidates?

Many dealers are hiring salespeople with the express intention of having them specifically sell Managed Print Services. If this is your intention as a hiring manager or if your goal is to convert some of your current sales force to a print management approach, then you may find the following information extremely useful.  Read more...

Sales Management Leadership … Managing Your “MPS” Business

If you're like many managers today, managing salespeople who are engaging a new or developing Print Management selling approach, then it's probably easy for you to understand what I heard from a sales manager in one of our recent Sales Management Leadership in the 21st Century programs. To quote him, "This ain't the old copier business anymore… is it?"  Read more...

Print Management Consultant Competency Profile

Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering.  Read more...