Six Steps (CONT’D FROM PAGE 36)
Board Converting NEWS INTERNET DIRECTORY
goes: salespeople give you one of two things: sales or ex- cuses. Top performers don't need excuses. A CRM with dashboards and scorecards removes ex- cuses. If Johnny reports he had five meetings last week and Sally is booking eight, the data makes the standard obvious: everybody should be booking eight.
AES (ADVANCED EQUIPMENT SALES) www.aesales.net
AES is a leading full-service provider of integrated convey- ance systems specializing in scrap, trim, and dust. AES en- gineers custom scrap systems and works as a partner in process improvement to help businesses achieve greater profitability, productivity, and sustainability. Products include balers, shredders/hoggers, core shredders, filters, fans, and specialized dust control and collection systems. AES is the ex- clusive distributor for the AirShark Rotary Material Separator. For a wide variety of new and used equipment on to- day’s market, visit our website at www.acm-corp.com. BAUMER HHS CORPORATION www.baumerhhs.com hhs is a global leader in advanced gluing, camera verifica- tion and quality assurance systems for the packaging indus- try. Zero-defect quality and elevated production speeds are key parameters in the manufacturing of corrugated boxes. With hhs Xcam Box Monitoring and non-contact flap gluing of corrugated board, hhs offers every option for quality as- surance in the production of boxes with flexo folder gluers. AMERICAN CORRUGATED MACHINE www.acm-corp.com
Some reps will push back on entering data. Remind them that operations and accounting both work in soft- ware too. Accounting enters their sales to generate their commission checks. If sales don’t need to use software, maybe accounting doesn't either. They get the point. Step 4: Pay for the Behavior You Want Attracting A-level talent doesn't mean bankrupting yourself. It means building a compensation plan that re- wards the right behaviors. Salary plus commission on revenue only motivates people to sell dollars. A dollar from a current client is far easier to earn than a dollar from a new one. If you want new logos, that plan works against you. The same goes for a new product you're launching this year: if you want it pushed, pay for it. Keep it simple. Your salespeople should be able to go home and tell their families about the two or three things they're paid to do. Any more than that, and focus disap- pears. Step 5: Recruit with a System, Not Hope A-level salespeople look for exactly what you've now built: a defined process, a steady flow of leads, a CRM that automates the busy work, and a clear compensation plan. Recruiting itself should be a process, applied the same way whether the candidate is your sibling or a stranger from a job board. Offer referral bonuses, because good employees know good people. Start building a list of po- tential hires now and develop the relationships months or years before you need them. Then test for the actual job. Ask candidates to write a prospecting email asking for a meeting. Have them call you at a set time instead of you calling them. You're hiring a salesperson, not a professional interviewer. Step 6: Onboard Fast and Build Accountability A new business owner of a distribution company had a sales rep consistently trailing the rest of the team. The new owner asked what onboarding he'd received. There
CORRUGATED MACHINERY SPECIALISTS www.cmsretrofits.com
Leading manufacturer and installer of quality retrofits, up- grades and replacement parts for S&S and Prime Flexo Folder Gluers. Specialists in reconditioning of S&S Flexo Folder Gluers, including ink, air and electrical systems.
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.
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.
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.
CONTINUED ON PAGE 40
38 October 26, 2026
www.boardconvertingnews.com
Made with FlippingBook Ebook Creator