Of Interest to Principals

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, […]

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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 […]

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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 […]

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Ten 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 […]

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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 […]

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What’s the Big Deal About Independent Sales Reps?

An independent sales rep is an incredibly valuable asset for any company that sells lines or services to have! Essentially, you pay a sales rep to represent your line. It sounds simple, but it is in fact incredibly rewarding. The difference between a salesperson and a manufacturer’s rep is that rather than working for a […]

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Pros and Cons of Using Independent Sales Reps

Independent sales reps are an extremely important factor for any manufacturer who wants to sell products to retailers. They can boost your business an amazing amount, but how do you know if manufacturer’s reps are the right thing for you? You’ll have to examine your business and determine your goals. First of all, it’s important […]

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Screening Your Sales Reps

Your product is finally ready! After months of research & development, quality testing, market research, and so on, you are finally ready to start selling to customers. You may even have several independent sales reps interested in selling your products! Wait a minute, “how do I know which reps to use? Should I use all […]

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Tips for Working With Sales Reps

Placing productive, independent sales reps is a numbers game. Period. This fact cannot be emphasized too much. Using a service such as RepHunter will both improve those numbers and reduce the hiring period. But you will still most likely need to communicate with several reps to place that one that will ultimately be productive. For […]

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How Can I Get Independent Sales Reps to Take My Line?

I am new to the market. How can I get qualified independent sales reps to take my line? How can I interest a sales rep to “pioneer” my line? Your Hot Concept You are excited about your new hot product or service. Everyone you talk to is excited. You know how to create or procure […]

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