Interpersonal Business

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.

Natural ability and previous experience should not be expected to replace solid training. Training should focus on developing relationships, establishing priorities, and organization. Avoid conclusions in your first ninety days; it’s a trap. Look for truth beyond the surface in what may seem to be “facts.” Accept there will be problems nd the challenge ahead. New business is the lifeline for all sales people. Time management is your single greatest challenge. Patience breeds confidence. Managers have a responsibility to create an environment for success.

Prospecting for new customers takes us out of our comfort zones and interrupts our routine. To take the dread out of “the dreaded cold call,” your sole objective should be making an introduction, not making the sale. Approach rejection as an initial response to a positive outcome still under consideration. For a variety of reasons, nearly twenty percent of a territory’s account base is lost every year. Devote twenty percent of your schedule – a full day each week – to opening new accounts.