Key Questions Asked by Independent Sales Reps

As a small business owner or sales manager adding an outside sales force, you will be asked certain key questions by independent sales reps you interview. Be prepared with good answers! Successful sales reps know what answers qualify your business as a good investment of their time and expertise. Go over this list of key […]

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Sales Presentations that Get Results

Every sales representative must know the art of making presentations that get results. Excellent presentations are designed to anchor all the crucial points that you want in your presentation to influence your listener. An effective presentation is always the one that grabs your listener’s attention and leads him or her to take some kind of […]

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The Art of Negotiating for Sales Reps

No matter what you are selling and who your customer is, it is often a sales rep’s art of negotiating that closes the deal. If you are a sales representative, you must know the art of negotiating in order to consistently increase sales and profit. Skill Vs. Art of Negotiating Negotiation skills are thus an […]

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How to Create a Great Relationship with Your Independent Sales Reps

Managing your independent sales reps is as important, however time consuming at the beginning, as managing your inside sales rep. However, given the potential sales increase, sales managers should take care to ensure that outside reps get all the attention they need. There is no simple formula to creating a great working relationship between you […]

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How to Create a Great Relationship with Your Principal

Sales Rep Reporting – Unnecessary Burden or Mutually Beneficial Tool? Working as an independent sales rep has several advantages. You get to choose the product or service line to sell, your targets are not fixed by your boss, and most lines will allow flexible timings. Everything sounds great, but one important thing often ignored is […]

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Five Must-Have Sales Rep Software Tools

When it comes to maximizing your sales, reaching goals, and making the sales process easier, utilizing the best software possible will give you a big advantage. With so many different tools for sales reps available, it’s easy to get lost. In order to help you avoid spending your money on bogus or low quality software, […]

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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 […]

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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 […]

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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 […]

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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 […]

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