If you are looking for better results from your field salespeople, you undoubtedly want to improve both sales coverage and order production. And yes, you can expect high performance from independent rep agencies and/or employee salespeople – if you source and support them effectively.

The challenge is not to keep replacing agencies or salespeople. The real challenge is to upgrade your sales development strategy. Your objective should be to transform the art of selling into the science of order production.

• Caution: Retaining new salespeople – or rep agencies – is a significant opportunity. However, this opportunity is costly, and comes with significant risks. Remember that you want better performance, not necessarily different salespeople. Consider a strategic alternative.

• The Strategic Alternative is Sales Performance Quality Assurance™, which structures selling as a process for producing orders. As an order production process, selling can be planned and managed. Business to business selling is more complex than qualification, presentation, answering objections and closing the order.

• Structure for Guidance, Not Control! To Clarify the , structure means managing the information collection and exchange process.  It does not mean following a script.  The salesperson is free to gather the information in any order or with any words he/she chooses.  The structure merely assures that all needed information is collected – or exchanged.

Find out how you can upgrade your sales development strategy by making it more effective – and reliable. Ask for Knotes & Comments 101.

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