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Q1: How much do top people earn in I.T. jobs?
A1: Six Figures, sometimes up to Seven Figures
Q2: What is the biggest need of I.T. Resellers?
A2: They can't attract and hire people for these jobs
Why is it so hard to fill high-paying jobs?
Read on....
Mike S.
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The Biggest Irony of our Business
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"Hurry up and Buy before the Price goes Down"
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There has never been a better time to be in I.T. sales and make huge incomes, and it's never been harder to find talented salespeople willing to do the work.
"It Was the Best of Times"
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Kevin Kelly - Futurist - "The Inevitable" 2016
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"Right now, today, in 2016 is the best time in the whole history of the world to invent something. There has never been a better time with more opportunities, more openings, lower barriers, higher benefit / risk ratios, better returns, greater upside than now. Right now, this minute.
The coolest stuff of all has not been invented yet. Today is truly a wide open frontier. It is the best time in human history to begin." Kevin Kelly
All that new technology, all those new offers are like gold for salespeople, and with high margins!
"It's never been harder to find a job and never easier, for those who are prepared for this world, to invent a job or find a customer"
Thomas Friedman
"How did the Robot get my Job?" 2013
"It was the Worst of Times"
 From a Solution Provider profitability survey in 2015:
- 20% of Salespeople generate 80% of the sales (what you'd expect according to the Pareto Principle)
- 30% of the Salespeople generate 100% of the company profit (meaning 70% are dead weight)
- The bottom 1/3 of salespeople don't sell enough to cover their salary and expenses
- The sales and income disparity is growing. As in society, the rich are getting richer, and the poor are getting poorer.
Even though top salespeople are making record sales and record incomes, most I.T. Resellers, MSPs, and Solution  Providers are not only below planned headcount, they can't get the candidates in the door to help solve the problem. Why aren't millions of candidates beating down the doors to get into this business?
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George Campbell
a.k.a. "Joe Malarky" |
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"I said I wanted a job,
I didn't say I wanted
to work"
Four Letter Words
Some Salespeople Hate
- CALL
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The one on the right is harder to lift.... |
- WORK
- PLAN
- SELL
- RISK
"Too Lazy to Steal?"
Let's revisit the original question. If top people are earning record incomes, why is it so hard to recruit people for this job? There are probably many factors:
- Sales is not considered a glamorous job
- The income in the early years is not high
- Companies do a poor job of selling the position
- The training programs are weak or non-existent
- The job is high stress, high frustration
Opportunity
For the few, the proud, the people who figure this out, this is a great, fun, profitable business.
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WEBINARS
Sales Webcast
White-Boarding
"The Most Powerful and Under-Utilized Sales Technique"
"The Art of the 10,000+
Endpoint Sale"
Featuring Special Guest
Jeff Neil
(Rescheduled from May)
Wednesday, July 20
12:00 Noon
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UPCOMING EVENTS
Channel Partners
"Creating Opportunity"
Washington DC
August 14
Channel Pro SMB
Channel Fitness Tour
Reston, VA
September 14
ShoreTel Partners
Business Transformation Workshops
Webcasts
June 26 - July 27
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Here is your chance to see if you are as smart as you think you are.
Think of a difficult or impossible Sales Management problem. Enter it into the question box below.
Mike will provide deep insight into your dilema, based on his 25 years of Sales Management experience. Or not. It depends on how silly the question is. E-Mail Mike at:
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If you've made it this far, thanks for reading. If you are just looking for the "unsubscribe" option, it's below.
"Carpe Dinero" = Seize the Money.
Sincerely,
Mike Schmidtmann
(703) 408-9103
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Feel free to SWIPE* any ideas you find useful, and "pay it forward!
*Steal With Integrity, Purpose and Enthusiasm"
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