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Preparing to Handle Independent Sales Reps

Guest post by: Jeff Simon

Article Overview: Using independent sales reps to sell your lines is an important decision. Once that decision has been made, there are a number of things that need to be done to prepare your business and your line for working with sales reps. Sales reps are a very effective way for principals to sell their lines, but since they do not work directly for your company, there are some factors that need to be considered that normally wouldn't for an employed rep, or otherwise employed member of your company.

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Preparing to Handle Independent Sales Reps

If you have made the decision to use independent sales reps to sell your line, there are still a few things left to do that you will want to make sure you have under control before you proceed. You will want to make sure you set these things in place to avoid any delays or potential failure their absence could lead your manufacturer’s reps to:
  • Prepare a contract! You will want to make sure you have an initial contract drawn up, which will settle a lot of questions right off the bat. A contract is a great way to convey your goals, objectives, and expectations to your independent sales reps. Contracts will also provide the foundation for setting up a commission structure. For your reference, click here for a link to a sample document.
  • Ensure that promotional materials are available for your independent sales reps. Because of geography, there may be some services or lines that your business might not make available in other parts of the country. Independent sales reps should have accurate marketing materials that provide accurate information as to their supply capabilities. Remember: your independent sales reps represent you when they are out on the road! You do not want to misrepresent yourself, or mislead your clients as to what you can provide.
  • Designate a contact person that can provide support services for your independent sales reps. One of the largest factors leading to the failure of a sales rep is a lack of communication. If it takes weeks or even days to answer questions or prepare quotations, your reps may begin to focus their efforts on other lines.
  • Put reporting tools in place to support your independent sales reps. You need to set a system in place to keep track of the progress of your sales reps, and make sure you can keep track of their sales, deliveries, quotations, commissions, and so on.
  • Make sure that training materials are available for all of your sales reps. It is understandably difficult for an independent sales rep to sell your line if they don’t understand your business and your line.
  • Know ahead of time how you will transition your existing customers. If you have existing business within your new sales rep’s territories, how will you transition those accounts? This is an important detail, as you want to prevent your sales reps from feeling that they’re competing with you, their client.
    • With these factors accounted for, you are now ready to begin handling new independent sales reps.

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    Home > Sales > Jeff Simon > Preparing to Handle Independent Sales Reps >
    Article Tags: independent sales reps, principals

    About the Author: Jeff Simon
    RSS for Jeff's articles - Visit Jeff's website

    For over twenty-five years, Jeffrey Simon has been professionally active in financial management, information systems management, software development, and project management. Most recently he has been a founder and principal owner of RepHunter, Inc., a successful startup conducting business over the Internet. During the last two decades he has been employed by GE Capital, and has consulted for clients including American Express, CIGNA, IBM, and Xcel Energy. He has conducted advanced technology training in the international enviroment, including seminars attended by representatives of the U. S. Government, the Canadian government, the British government, NATO, Boeing, DuPont, Exxon, General Electric, Grand Metropolitan, Hewlett-Packard, IBM, Monsanto, Siemens, Westinghouse, and numerous other major corporations. His recent interests include the application of artificial intelligence to analysis of the stock market. Jeffrey was graduated from the University of Minnesota Summa cum Laude in Mathematics, and holds an MBA from Pepperdine University. He may be reached at jas@rephunter.net.

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    More from Jeff Simon
    Pros and Cons of Using Independent Sales Reps
    What to Expect When Dealing With Independent Sales Reps
    Features of a Marketing Agreement
    How to Become an Independent Sales Rep
    How Can I Find Independent Sales Reps or Sales Agencies


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