Ever wonder where all the plastic goes or even heard of the Great Pacific Garbage Patch in the middle of the ocean?
It’s a huge problem not just for industrialized countries, but everyone in the world.
The discovery of plastic has been both a blessing and curse for our survival on this planet. On one hand, it’s efficient, strong, and affordable, which makes it a fabulous resource for humans, but on the other hand it’s got a lot of heavy environmental impacts and health concerns that make it highly restricted and regulated.
Plastic has been around for a short time. Having been invented just over 100 years ago in 1907, the material has been linked to many health concerns including air pollution, toxic additives, and chemical leaching, all of which have numerous impacts to the human body and survival. Despite these worries, the production of materials to support this industry as well as the goods manufactured from it resulted in a $600 billion plastics industry just for the US market alone.
To supply the goods and services to these plastics companies and help support this industry, there are a slew of companies that are maintained and managed with close oversight by consumer watchdog groups aimed at making sure these companies don’t run afoul to cause further damage to our precious environment or individuals.
From one sales person’s perspective who works in the plastics industry, “Every rose has its thorn, right? For all the positives, the plastics industry isn't without its downsides. If I had to pick one thing that gets under my skin, it's the stigma the industry sometimes faces regarding environmental impact.“
Sales Challenges for Plastics Industry
Don’t get me wrong, plastics have revolutionized how we live—just think about how innovations in materials have shaped everything from medical devices to everyday conveniences. But, there’s no denying that companies have a huge responsibility to deal with the waste and sustainability issues. It can get frustrating when people paint the entire industry with a broad negative brush without acknowledging the strides they’re making toward greener processes and sustainable solutions.
It’s a bit like judging the whole toy industry based on a few poorly made and managed knock-offs, rather than acknowledging the quality and creativity that companies like LEGO bring to the table.
Ways to Overcome Plastics Industry Concerns
The environmental concerns around plastics can definitely throw a wrench into the sales wheels sometimes. Clients are increasingly eco-conscious and, quite rightly, they want to understand how the products align with their sustainability goals. It’s not just a selling point anymore; it’s nearly a requirement.
So, how to handle it? First off, arm yourself with knowledge. Make sure to be up-to-date on all the sustainable practices and innovations that our company is investing in. Whether it's the latest biodegradable materials or cutting-edge recycling processes, you need to know the ins and outs. This way it’s easy to have transparent and informed conversations with clients, smoothing out any wrinkles of skepticism. Think of it like turning a unlikely Lego enthusiast into a believer by showing them how advanced the Technic sets have become.
Additionally, storytelling is key. Share success stories of clients who have not only boosted their operational efficiency but also made significant strides in sustainability. Concrete examples go a long way in turning the tide and creating trust.
Plastics Industry Regulations
Navigating the labyrinth of regulations in the plastics industry can be like playing a game of Tetris—just when you think you’ve got everything lined up, another piece comes dropping down.
Regulations are vital for ensuring safety, quality, and sustainability, but they definitely add layers of complexity to the sales process in the plastics industry.
For starters, there’s a whole host of environmental regulations to consider. From restrictions on certain chemical compositions to mandates on recyclability, keeping up with the evolving landscape can be a full-time job in itself. Clients, especially those in strict regulatory environments, often need assurances that meet or exceed these standards. That means you have to be well-versed not just in your own products, but also in the myriad of regulations that might impact them.
Then there’s the issue of data security, particularly with software solutions. Companies are rightly concerned about how their data is handled, and ensuring compliance with cybersecurity standards is a must. It’s important to provide ironclad assurances and demonstrate the commitment to maintaining the highest levels of data protection. It's like convincing someone your new action figure collection is perfectly secure and none of them are at risk of being chewed up by the dog.
But here’s the silver lining: challenges like these also create opportunities to differentiate from competitors. It’s all about turning those regulatory hurdles into selling points—showing clients that you’re not just selling goods and services, but also expertise and peace of mind.
So, while the regulatory environment definitely adds a level of difficulty, it's also a chance to shine and show your clients that you’re not just making the grade, but setting the standard.
How to Build a Plastics Industry Sales Team in 5 Steps
Alright, let's roll up our sleeves and dive into the nitty-gritty of building a sales team in the plastics industry and launch a new product to sell.
With a modest budget and a crack team of sales reps, you need to be strategic, focused, and a little scrappy.
Here’s a game plan that’s both effective and efficient while showing how much budget to allocate for each task:
Step 1. Product Knowledge and Training
Knowing the product, industry, and competitors is key to success. Start by making materials to help train the new sales reps, then begin presenting features to learn and promote. Each rep should be able to effectively sell the product and answer any concerns the prospect might have.
Budget Allocation: 15%
Purpose: Ensure the team knows the product inside out.
Actions:
- Use part of the budget for creating training materials, how-to guides, and FAQs.
- Host in-depth training sessions to make sure every rep can demo the product, answer technical questions, and handle objections.
Step 2. Market Research and Targeting
Knowing your ideal customer profile ICP for building a strong pipeline of prospects that will be interested or need your goods or services is necessary for success. This is where you do market research and find companies that either are already buying from competitors or could use it based on their needs. Typically these are known as warm leads because you've already qualified them with some sort of lead scoring method or ideology.
Budget Allocation: 20%
Purpose: Identify the best prospects and understand their pain points
Actions:
- Invest in market research tools like Hubspot and LinkedIn Sales Navigator or industry-specific real-time search databases with Seamless.AI.
- Segment the potential market into high-value targets with a scoring method or priority points, so we’re not shooting in the dark.
Step 3. Sales Collateral and Demos
Building sales material for clients is one of the most important aspects of the process and helpful for success. It can make or break the delivery. Not everything is exciting to sell or market, but the message has to convey the value and reward to customers for learning about the product. It can further enhance the sales process while educating prospects that ultimately become customers.
Budget Allocation: 10%
Purpose: Create persuasive materials and engaging demos.
Actions:
- Develop high-quality sales collateral: brochures, slideshows, case studies, and whitepapers.
- Allocate budget to produce demo kits or samples that showcase the product’s capabilities—essentially the plastic equivalent of giving clients a sneak peek of a new blockbuster action figure set.
Step 4. Digital Marketing and Campaigns
There is not shortage of paid advertising campaigns, but the path to success is figuring out where to spend the money and what to use for it. This one aspect sometimes requiess outside help from ad agencies or marketing groups. These resources will help identify the right channels to target the ICP created.
Budget Allocation: 25%
Purpose: Drive awareness and generate leads.
Actions:
- Run targeted LinkedIn and Google Ads campaigns to capture leads.
- Invest in content marketing—blogs, webinars, and possibly a video series showcasing the product's benefits and success stories.
- Utilize email marketing to nurture leads through an automated drip campaign.
Step 5. Trade Shows and Industry Events
Face to face contacts are always the warmest leads you can find and propel success. Getting out to network with other sales pros and industry prospects is a great way to maintain and grow a healthy pipeline of prospects. There is a never a shortage of sales events or plastics industry trade shows to keep sale reps busy most of the year.
Budget Allocation: 20%
Purpose: Generate buzz and network directly with potential clients.
Actions:
- Book a modest booth at one or two major plastics industry trade shows.
- Create an eye-catching display incorporating the product and some hands-on interactive elements.
- Use part of the budget for branded swag—everyone loves leaving a booth with something practical and branded.
Bonus Tactics to Maintain & Grow Sales Team
CRM and Sales Tools
There are many sales tools on the market to help teams manage leads, engage with clients, and build reports to corroborate the results. It's always good to do research on platforms like G2 for sales intelligence to help learn which tools are best for your needs. Empowering sales reps with tools and resources vital for closing sales is imperative for success.
Budget Allocation: 10%
Purpose: Boost sales efficiency and track performance.
Actions:
- Invest in a solid CRM tool to manage your leads, track interactions, and measure success.
- Equip your team with software for seamless collaboration, pipeline tracking, and performance analysis.
Incentives and Motivation
Everyone loves a winner, including themselves. Rewarding those that exceed is critical for continued success. If sales reps feel under appreciated, over worked, or under paid, they will most certainly be looking for another job. It often cost more to find, hire, and train someone new than it is to coach and mentor existing staff. Don't forget to incentivize results to encourage productivity and motivate staff.
Budget Allocation: 10%
Purpose: Keep the team motivated and driven.
Actions:
- Set up small bonuses or contests for reaching certain milestones or closing deals.
- Organize team-building activities and regular check-ins to maintain morale and unity.
Execution Timeline (First 3 Months)
- Month 1: Onboard the team, deep dive into product training, and begin market research. Start creating sales collateral.
- Month 2: Launch digital marketing campaigns, finalize sales materials, and begin setting up meetings with high-value prospects. Participate in at least one industry event.
- Month 3: Ongoing digital marketing, track progress using CRM, evaluate incentive programs, and refine strategies based on initial feedback.
By breaking it down into these clear, actionable steps, you can maximize your budget and make a big splash in the plastics market. It won’t be a walk in the park, but with careful planning and execution, you'll be well on your way to turning the new product into a must-have in the plastics industry. Let’s get to it!
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