Build Your Business:

Setting up a Sales Team

March 7, 2016

The most important element of a successful business is often the one most neglected. Regardless of the type of business you are in, the idea is to move product — and your sales will only be as strong as your sales team.
Building a good sales team can make the difference between mediocre or exceptional business returns. Good sales professionals generate revenue and ensure that marketing efforts are converted to sales and profit.

A well-chosen sales team’s focus and dedication is revenue generation. They understand how to convert and maximize marketing investments, which allows them to develop new customers and markets white maintaining existing relationships. A highly skilled and trained sales team will always ensure active sales rather than passive sales.

Too few printing businesses have a dedicated sales force. Shifting your thinking away from “salespeople are overhead” to “salespeople are keys to my success” will result in a new level of revenue generation. Developing that team will take time and a concerted effort, but the payoff will be invaluable.

JP Hunt is a founder and partner at InkSoft, Albuquerque, N.M. Email him at For more information, visit