Unlocking Sales Growth (CONT’D FROM PAGE 34)
Board Converting NEWS INTERNET DIRECTORY
BCN: What are some of the ways you’d recommend they begin this process of drilling down? Brown: A great starting point in removing the generaliza- tion and really digging into specifics is by analyzing the results of each of the existing sales reps at each stage of the selling cycle. There are eight distinct components of a selling process, so the key is in first defining at what stage each rep is struggling. For example, you could have a rep that is generating a lot of quote and design activity and yet not meeting their new business goals. This is typically indicative of an issue in the presenting phase, in that the rep is quoting too early in the process. They have not sufficiently developed the relationship with the buyer or have not clearly defined their proposal is a better alternative. A different rep may be spending too much time pursu- ing accounts that do not generate enough annual sales dollars to warrant the time invested. This is an issue in the research phase, with a lack of understanding, or comfort level in pursuing, the type of company that is a fit with your organization. These represent very different reasons for their disappointing results and must be addressed accord- ingly. Breaking it down into a specific area by each rep allows you to define new methods for them and lead them through these changes to achieve better performance and improved results. BCN: Several companies are actively working to hire new salespeople. Do you have any recommendations? Should they focus efforts within the industry, or venture outside? Brown: Corrugated can be taught, the key is hiring experi- enced salespeople and having a very defined training pro- cess. There is a tendency to poach from the competition in hopes of transitioning business. Many are under non-com- pete agreements, or even if they’re not will likely not be able to move as much as they believe they can. Hiring the best candidate that embodies the traits, personality, and skillsets is the most important factor. Frequently, new sales reps go through a training pro- cess where they spend time in each department to learn the ins and outs, spending most of their time in design to gain product knowledge. The challenge is that design- ers by nature are not great trainers, and the knowledge gained by each new rep is different because it is based on whatever projects happen to be in the lab on that given week. Spending the time to build an effective sales train- ing program will ensure every rep possesses the same in-depth product knowledge, which is vital in today’s com- petitive market. This should incorporate each department and clearly define the specific objectives the rep should learn while in each. Conducting a learning assessment at the conclusion is also very helpful in ensuring the desired knowledge has been retained. BCN: There is a lot of talk about the economy right now,
CORRUGATED REPLACEMENTS, INC. www.corrugatedparts.com
Corrugated Replacements, Inc. is a production powerhouse that manufactures high quality machine parts and replace- ment parts for the corrugated and paperboard converting industries. CRI can redesign, engineer, and manufacture any part while providing a rapid turn-around rate, keeping machines running at their peak performance and limiting down time.
FROM THE HOSTESS CITY OF THE SOUTH…
C.U.E., INC. www.AnvilCovers.com
Makers of single and dual-width Timesaver® Anvil Covers, the premier urethane anvil cover for corrugated die cutting. Timesaver® covers feature construction of solid steel back- ing and solid steel locking components to ensure a precise fit every time. C.U.E., Inc. also offers Dura-Latch and Cor- Lock anvil covers, and 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.
OCTOBER 20-22, 2025 • SAVANNAH, GA SAVANNAH CONVENTION CENTER
EAGLEWOOD TECHNOLOGIES, LLC www.eaglewoodtech.com
Eaglewood Technologies offers trusted cleaning technolo- gies for the world’s best printers and converters. Solutions include the award winning Sitexco+ Anilox Laser System, the Nanovis Parts Washing System, the Sitexco L10 Label System, the innovative Sanilox™ System or Alphasonics solutions. We also offer Xpress™ mobile cleaning service at your facility or ours. 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.
DOMINO www.dominodigitalprinting.com
Domino is a leading manufacturer and distributor of digital printing and product identification solutions. Celebrating its 44th year, Domino is headquartered in the UK and North America headquarters are Illinois. Domino has 25 subsid- iaries, representation in over 120 countries, and over 2,900 employees worldwide .
correxpo.org
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April 28, 2025
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