Advice for New Copier Sales Reps: What Have You Gotten Yourself Into?

The following content is intended for new copier representatives. But if you’ve been around the copier block a couple of times, participated in demo-ramas and are considered a seasoned selling professional, I implore you to read and comment. Not for my edification - you owe it to the industry to help fix the future and advise the next generation. So let them know what’s up, the good, the bad and the ugly.

So you’re new to selling. Welcome to the greatest show on Earth where all the clichés apply:

"Learning here is like drinking from a fire hydrant.”

“This is baptism by fire.”

“It’s sink or swim.”

“Remain calm, everything will be OK.”

Over the next few months, it will be my honor to regale you with legends of glory and doom; with stories of heroic tragedies and mundane existence; with tales for your enjoyment and possible tutelage.

My story is a simple one. I began selling technology in 1988 and tripped into “copiers” in 1999. I’ve worked with AFLAC, Cintas, Océ, Panasonic, Industrial Videos, IKON and multiple VARs, from Michigan to California to North Carolina to Wisconsin.

Let me be clear - I am NOT A SELLING EXPERT. There was a time when..

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Ten Things All Great MpS Practices Have

1. MPS Specialists
2. Separate P/L
3. Outside MpS training
4. MpS specific software tools
5. Comp plan that includes:

• Hardware
• Monthly service revenue from:
• A3 & A4
• Managed(IT) Services
• Renewals
• Separate service team

6. Separate help desk
7. MpS vendors(vs. copier)
8. OEM neutral
9. Single Services contract for:

• Copiers & Printers(A3 & A4), Paper

10. IT services

BONUS: All Managed Services Network Assessments embed an MpS study; MpS is part of the Managed Services proposal

#managedprintservices #gregwalters #MPS