Of Interest to Principals
5 Key Tips on How to Hire Sales Reps
Know how to hire sales reps that quickly meet your sales goals and increase your company’s profitability. Follow these 5 tips to hire professionals who are passionate, motivated and share your zeal to succeed. Every business revolves around sales. The ultimate aim of every business is to make maximum sales in order to generate more […]
Techniques of Sales Forecasting
The purpose of a sales forecasting plan is to allocate company resources with an objective to achieve anticipated sales. An organization can forecast sales either by forecasting market level sales (market forecasting) and determining what share of this will accrue to the company, or by forecasting the organization’s sales directly. Sales forecasting is actually the […]
Increasing Sales Cycle Time in 2012 and 2013
The cat has been out of the bag for quite awhile – sales cycle time for sales reps is getting longer, irrespective of the industry one is in. The top independent reps that used to close deals in a matter of weeks are now taking a whole quarter of painstaking negotiations just to convert into […]
Improving the Productivity of Your Outside Sales Force
As your field soldiers, your independent sales reps are the outside sales force of your company – one of the most important links between your company and the market. An ineffective sales team can be detrimental to your organization’s efforts of brand building, improving market penetration, and ultimately profitability. While organizations put in a lot […]
Manufacturing Sector Growth = Contact Manufacturers Reps Now!
Those who work in the manufacturing industry, like many of us, will be happy to know that the US economy experienced a slight growth in the first quarter of this year. What is the solution for manufacturers and entrepreneurs seeking to contact manufacturers reps? When the economy’s downward spiral depresses conditions in manufacturing sector, we […]
Top Ten Ways Independent Sales Reps Fail
Dealing with independent sales reps has very profitable benefits. Independent reps can increase sales of your lines by giving them exposure to markets they might not see otherwise. Plus they can easily and quickly sell lines to customers with whom they have existing relationships. These are just a few of the benefits you, as a principal, […]
Determining Commissions for Independent Sales Reps
The most common questions involved with hiring of independent reps relates to their compensation. Here are key elements to determining commissions for independent sales reps. There is no standard flat rate or easy answer. Fortunately, there is a very important guideline to keep in mind: Nothing motivates sales better than an attractive commission schedule. “How […]
What to Expect When Dealing With Independent Sales Reps
Sales Managers Expectations of Sales Reps: Since your independent sales reps work for you, there are some things you as a small business owner or sales manager can reasonably expect of them. Call Reports Exemption – If you are used to working with in-house employee sales reps, you may be inclined to expect your independent […]
10 Features of a Sales Rep Agreement
When you are hiring new independent sales reps, the most important thing to get right is the sales rep contract. The sales rep agreements set the basis for your potentially long term business arrangement with every new sales rep. The sales contract is for the protection of both the manufacturer’s rep, as well as the […]
A Simple Checklist for Hiring Independent Sales Reps
In hiring independent sales reps to sell your line, there are critical steps to take so you have everything under control before you proceed. Setting these things in place ahead of time will avoid any delays to sales growth or potential failure of your relationship with your manufacturer reps. Prepare a contract! You will want […]