Medium-sized print companies across the country turn to Tom Turrentine, Printing Sales Coach, as a cost-effective way to increase and stabilize profits.  With more than 25 years in the industry as an award-winning salesperson, print shop owner, and print buyer, Turrentine understands the print business from all angles.  He has purchased printing, excelled as a print salesperson, and hired and trained successful salespeople.

The Printing Sales Coach approach allows owners to tailor a program that addresses specific needs and budget requirements.  Common issues addressed include:

• Hiring the right people and training them well
  
  Because printing is a highly technical business, salespeople must combine a solid grasp of printing technology and the ability to sell.  Hiring the right people is the first step, training them to achieve the correct balance is the second.  Turrentine helps owners or sales managers determine the best candidates and establish the right training program.
  
  
• Keeping salespeople consistently motivated
  
  Working with the owner, sales manager and/or individual salespeople, Turrentine uncovers the underlying issues causing motivation to lag or fluctuate.  Turrentine offers multiple solutions that may include one-to-one goal setting and monitoring individual efforts, training for specific areas, structuring compensation to encourage production, designing sales incentive programs, or uncovering and addressing internal issues that have created a lack of confidence.
  
  
• Building on strengths and correcting weaknesses
  
  One salesperson has the gift for getting in any door but cannot close a sale.  Another closes easily but sells jobs for less than they are worth.  Yet another is a technical and financial wizard who hates to make cold calls.  Each has a gift that can be maximized by finding and correcting the limitation.  Turrentine's 25 years of working with salespeople gives him the insight to spot what's working and what's not to create a more effective salesperson.
  
  
• Ensuring salespeople are doing their jobs
  
  Because outside salespeople operate without close supervision, it's difficult for owners to know if salespeople are in the field selling and if they are honestly representing the company.  Turrentine offers simple tools that help owners get a better grasp on sales activities without creating sales force resistance.
  
  
• Selling profitable accounts
  
  Sales volume means nothing if jobs make less than they cost to produce.  Turrentine works with owners and salespeople to establish guidelines for profitable selling.
  
  
• Maintaining long-term success
  
  Most sales seminars fire people up for a short time only.  When old habits reappear, sales once again begin to falter.  Turrentine works with companies over a period of time and establishes a check-in program for ongoing maintenance.  As new salespeople are hired, Turrentine can work with each to move them quickly into production.
  
  
• Taking it to the next level
  
  Once companies see a stable increase, Turrentine helps them move to the next level by exploring additional sales approaches that move beyond the traditional methods.