Using commissioned, independent sales people provides manufacturers with a fixed cost of sales and a higher caliber sales team where compensation is consistent with performance. The greatest advantage for sales agencies is one of flexibility, diversity in representing multiple manufacturers, and the ability to react to the needs of their region’s marketplace. Successful manufacturer – sales team relationships must have a “work with” rather than “work for” attitude.
Archive for June, 2008
There are two significant reasons for management to terminate a working relationship: non-performance, and compromising the integrity of the organization. There should be no surprises when the time comes for a performance-related termination. By this time, you have defined expectations, stayed close, had timely reviews, and assisted in problem solving. Success should be expected; under-producing sales people will often take themselves out. Never allow others to compromise your company’s integrity.