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What Independent Sales Reps Should Expect From Their Principals

Guest post by: Jeff Simon

Article Overview: For any independent sales rep who is dealing with principals, there are things that are not only reasonable to expect from your principal, but should always be provided. For example, principals should always provide training for the lines that you carry, as well as the means to stay in contact with them, and the materials that you will need to market their lines.

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What Independent Sales Reps Should Expect From Their Principals

When dealing with principals, there are several things that can and should be expected of them by independent sales reps:
  • Training – Principals must train the independent sales rep on products and/or services. Principals may pay or split expenses with the sales rep for training tools, courses (if they are necessary), and travel (if the independent rep is expected to visit the principal’s office or manufacturing facilities).
The BIGGEST factor in an independent sales rep’s failure is their lack of product knowledge. If a sales rep is not comfortable selling a product, they WON’T.
  • Initial Travel Period – For the first few months, it is suggested that the principal make a person available to travel with the sales rep to make initial sales presentations. This gives the rep time to understand and get a feel for the sort of questions that customers ask, problems, what sorts of things to look for, what the sales cycle looks like, and so on.
  • Sales and Order Tracking – Sales reps do not work under the same roof as the principal, and they are paid commission only. Because revenue is not guaranteed, it is vital for the independent rep’s business to receive information such as:
    • Copy of quotations and price lists
  • Pending orders
  • Order status
  • Shipping notifications
  • Copies of invoices
  • Commission schedules
  • Copies of literature sent with Products
  • IMPORTANT: The most common way to lose a rep is poor communication.
  • Timely Follow Up – When independent reps bring in quotation requests, the principal needs to turn them around as soon as possible! Likewise, if there are problems in the field, principals should offer support to the sales rep, as well as their customers.
  • Customer List – The principal must supply the sales rep with an installation or a user list of their lines or services within the independent rep’s territory. This is a great way to help the rep build a customer base, as well as to understand the principal’s products. This can greatly assist the principal, as it can open up previously unseen sales opportunities.
  • Supply Marketing Material – Principals need to supply independent reps with adequate promotional material such as brochures, samples, catalogues, and so on.

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    Home > Sales > Jeff Simon > What Independent Sales Reps Should Expect From Their Principals >
    Article Tags: independent sales rep, principals, sales reps

    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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