My advice for supporting your sales representatives
We’re getting more help. Hip hip hoorah. We’re growing good and good help is on the way. We’re bringing on more sales reps and more seamstresses. A virtual assistant has to be next b/c I’m going to pull out my hair with the admin stuff. But, I’m most excited about the new sales representatives. We brought on a sales rep in the Fall of last year and that was a complete disaster. I keep hearing from other business owners, almost everytime I mention wanting sales reps, “(ha) good luck finding someone good”. Good is such a subjective word - should be “someone who delivers”. In the form of sales. Lots of sales.
But, having gone through working with (if you could call it that) a sales rep, I feel like I’m in a much better position to support the next rep we bring on. Here’s a huge noticeable difference w/ the new rep compared to the old rep - the new rep sought us out because she loves our products. The old rep sought us out because we were somewhat new and they were looking to build their sales rep business. They thought, rightly (unfortunately), that we would be willing to take a risk because we were pretty new too.
Here’s the biggest mistake I made, which actually ended up having them cost us money instead of make us money - gave them exclusivity to a territory. DUH!! Don’t do that - I won’t say never, because if someone was established, reputable, and had a zillion accounts that they just couldn’t wait to show your stuff to, then maybe I’d consider exclusivity. After they first turned in x number of sales. But otherwise, proceed with caution. Or put time limits on it, you can have exclusivity for 90 days provided you meet (enter quota here).
I like to stay on the positive side of things, so I think the best way for me to get the shakes out of the old (and bad) sales rep experience, is for me to share with you what I learned about supporting a sales rep:
Have good sales materials, marketing collateral, and lots of it
You need to have materials for your representatives to use as sales tools. A look book would be great, but at the very least, line sheets, account setup forms, and postcard mailers. Make sure that you use consistent branding so that your sales rep, and potential vendors, will feel they are working with a professional company.
Setup a weekly meeting and address questions
I did not set up enough phone conversations with the old sales rep. This time around, we will have a weekly phone meeting - at the very least. The reps should feel that they have a direct line to getting their questions answered and should feel comfortable calling to ask questions.
Provide great customer service to your reps and their clients
Always beat expectations for your representatives - happy reps will be passionate about representing your company, so I think it’s important to treat them well. I simply didn’t pay enough attention to our last representative.
Also, if you are a representative, you have to keep in mind that we don’t know what you don’t know. You have to speak up and ask questions about our products, our shipping policies, special offers, company philosophy, etc. Ask for the support so that we know where and when you need it. It’s a win win!
8 comments May 4th, 2009