The Primary Mistakes That Prevent Getting The Reps and The Results You Want

And How To Solve Them

It takes significant time and effort to find and retain a high performance independent rep agency.  To maximize your return on sales management investment, you need to prepare a strong foundation.

To achieve reasonable sales productivity, there should be  at least $1 million or more in annual sales potential  in a territory with good potential.  To achieve  optimum sales performance requires a highly motivated rep agency plus good sales management practices.

A. Abdicated Management

It’s a prevalent attitude among sales management that sales development and marketing can be delegated.  For sales, manufacturers want to delegate it to independent reps.

SOLUTION: You shouldn’t expect to delegate your company’s income.  You need a management system that will direct reps into the highest potential accounts and then help them get the expected results.

B. Obsessive Management

Asking salespeople, or reps, to submit subjective commentary status reports is counter productive.  You don’t want/need to know everything that happened on every sales call.

SOLUTION: You only want the facts, but you should help the rep gather them.  You need to determine each target account’s sales potential, and then help the rep to make a sale.  You also need to know each agency’s true earnings objective, and then help them reach it.

• Learn the four things you can do to increase your sales – and the rep’s earnings – while building your earnings.  Ask for  Knotes & Comments  206.