Roberts, Wallace To Help (CONT’D FROM PAGE 34)
Board Converting NEWS INTERNET DIRECTORY
sales were virtual in the month of August. I think the market is going to normalize, when everyone is vaccinated, but who knows when that is going to be. What customers are telling me is, if I invite a salesperson into my building, it’s going to be more about application and technical knowledge. I don’t need a sales person visit- ing me. I can get the information. 76 percent of the buying process is over before most buyers talk to a salesperson. 22 percent have already decided on the product and the price and they are calling sales to work out the shipment. Salespeople can get amazing sales results just by sim- ply asking a couple questions when engaging with peo- ple. All these things can be taught and all of them are ways to adapt after the new normal. BCN: There are obviously people who have innate sales abilities. How do you incorporate those people who don’t even understand on a conscious level how pow- erful they are with sales? How do you incorporate those people into a company’s training program so that they can help others who do not have those innate skills? Roberts: When we do an assessment, people rise to the top. They get a really high score and what we do is we actually borrow upon their skills. Sometimes I even video them and put it into a learning library. We do a top per- former analysis in some companies, but you have to de- fine what top performer means. It’s not just revenue. A lot of these people in this industry they might have inherited accounts and because of that they have the top revenue. So, the question I ask is: ‘If you were opening up a new market, you’re going to open up a branch in Miami, who would you send there to open it up?’ That’s your top per- former. And then we look at the data. What does a top per- former have? Typically a top performer is resilient, they are committed, they are accountable, and they have a really strong will to sell. So that is what is unique about the tool that I use. Not only will it tell me if you know about sales but will you pick up the phone and sell? We look at the top performer’s results in 21 categories. So we now know what good looks like. Then we have ev- erybody else take the assessment and we close the gaps and we are basically cloning your best of the best. About 30 percent of salespeople are in the wrong role. We have a tool now that we’ve developed post-covid called the “rightsizing tool.” And what we can do is capture what’s important in every role. We capture their revenue, their pipeline. We capture their strengths about things like working remotely, consultative selling and then we pro- duce a report. And it shows you, if it’s green, that means the person is in the right role, they have the right skills. If it’s yellow, they are in the right role but they need some new skills. But if it’s red, this person is not even trainable or coachable. And if that person is not, now is the time to act on that.
CORRUGATOR BELT SERVICE LLC www.corrugator.com
Serving the corrugated box industry since 1991, Chicago- based Corrugator Belt Service LLC maintains corru- gator belts for peak board quality and performance.
C.U.E., INC. www.Anvi lCovers.com
Makers of single and dual-width Timesaver® Anvil Covers, the premier urethane anvil cover for corrugated die cutting. Timesaver® covers feature a unique construction of solid steel backing and solid steel locking components to ensure a precise fit every time – a vital dependability difference that means seamless installation and a perfect cutting sur- face. C.U.E., Inc. also offers Dura-Latch and Cor-Lock anvil covers, in addition to urethane Lead Edge Feed Wheels.
EMBA www.embausa.com
The EMBA group supports a complete line of corrugated converting machinery for the worldwide market. EMBA’s Quick Set technology enables the highest productivity across a broad range of converting equipment, from mini to super jumbo. EMBA also includes the McKinley jumbo line of flexo folder gluers and rotary die cutters as well as ser- vice, rebuilds and upgrades for both EMBA and McKinley.
EAGLEWOOD TECHNOLOGIES, LLC www.eaglewoodtech.com
Eaglewood Technologies is the Anilox Roll Cleaning Ex- pert! We provide the award winning Sitexco Laser Systems, Sanilox™ Systems and Sani-Blast™ Mobile Service. All our systems are safe for the environment and provide proven tested results! Sitexco Laser Systems are the latest technol- ogy in anilox roll cleaning and are perfect for packaging and label printers. Sanilox™ Systems are the global standard of reliable, environmentally safe anilox roll cleaning.
ESKO www.esko.com
ArtiosCAD and Kongsberg are the most trusted names in CAD/CAM solutions. Esko’s ArtiosCAD is the most widely used CAD software in the world. Esko’s Kongsberg series of tables brings you reliable, outstanding quality for sample- making and short run production.
GARTECH MANUFACTURING COMPANY www.gartechmfg.com
American manufacturers of split heads, patented roll- er-bearing yokes, gang-slot upgrades, custom rebuilds, and glue systems with electronically-geared speed monitoring. Visit our website for information, tips and techniques.
CONTINUED ON PAGE 38
36
www.boardconvertingnews.com
October 26, 2020
Made with FlippingBook Online newsletter