Top 15 Ways to Ensure that RepHunter Will Work For You:
- Fully use the service. That is, use your full contact allotment to contact sales reps. The largest category of people who stated that RepHunter did not work for them did not use their full contact allotment.
- Be "Rep Ready". Click on the link to find out more.
- Understand the differences between an independent sales rep and an employee. Reps are business people and expect to be treated as such. If you delegate your RepHunter outreach to your HR department, please be aware that their typical approach of looking for "motivated individuals who can work independently", and so on can be a turn-off. Think of a rep as a professional, similar to other professionals. You would not use such language when trying to engage the services of an attorney, for example. For more information, please review our other online materials on the training tab, as well as RepHunter's eGuide: Working With Independent Sales Reps
- Add RepHunter to your "whitelist", or list of allowed senders in your email. This will help you to receive emailed Contact Requests from reps.
- Ensure that your company conveys a professional impression.
- Understand how important exclusive territories are to reps, and that failure to provide them may prevent you from working with the best reps. For more information on exclusives, please see this blog article.
- Realize that the rep does not need to already sell your exact product. It is important to remember that the rep can call on your customers and add your line to complementary lines that he or she already carries. We therefore recommend searching our database focusing on your customer; not only your product. And if the rep already does carry your competitor's products, he may not be able to take your line due to conflict-of-interest.
- Understand that finding sales reps is a "numbers game". For the best opportunity to place productive reps, use your full contact allotment and respond timely to reps that contact you.
- Reps convey your image to your customer and to the marketplace. You want to be in control of your reputation and make sure the reps act professionally.
- Take persistent steps to track down and follow up with targeted reps. Communication with other parties can drop off if you are not consistent. It is important to be proactive and take the initiative to contact reps for the best chance of success.
- Understand that reps may not initially be interested in your line. Often you will need to sell the rep on the benefits of representing your line, so it is best to make sure you are prepared to do this.
- Realize that reps are like good customers. That is, a certain amount of persistence coupled with patience is required to effectively establish communication.
- Be willing to pay your dues in the marketplace to get quality representation. It is important not to give off the impression that you feel you are entitled to representation.
- Use RepHunter the way it is designed to be used: post a compelling profile, and pro-actively search for reps.
- Understand that quality sales representation does not come for free. That is, you should ensure that you have allocated the proper financial resources necessary to implement a marketing strategy using independent sales reps.
Comment on our blog from Jack Weed, a sales rep:
The biggest problem facing reps and principals today is undercapitalization. Continuously, I get principals that require show attendance, interstate travel, advertising etc, and these are the same principals that insist on "house accounting" their territorial book of business ... then they wonder why no rep organization will touch their line. Think about it: it costs the rep $1400/mo. to support one line correctly. Car, Insurance, hotels, cell, Laptop, air travel etc. This is expected to be carried by the rep 100% ... according to most principals.
Summary - the bottom line is that most reps will assess a line on a "return on investment basis", just as if they were going to purchase a stock or a company. If the relationship is non-reciprocial financially, in other words if the principal refuses to financially support any of their fair share of the operation, then the whole arrangement will fail right from the start.
It amazes me how many principals just think of the rep relationship as a free ride financially!