Managing Sales Reps
How much are you paying your sales reps? If the answer isn't a loud and clear "alot", then you might need to think about how you are managing your reps. The best feature of utilizing independent sales reps to grow you business is that they don't cost anything until they produce. The worst feature of utilizing independent sales reps to grow your business is that they don't cost anything until they produce.
Growing your business requires investment, period. If your choice is to use independent sales reps to grow, then you need to make sure that you have a qualified, seasoned internal sales manager to make sure that the reps are supported and producing. Reps, by the very nature of their business model, are independent and as such, will not take well to the same management tactics that you would employ for a direct hire. Reps do not need to be managed so much as they need to be sold.
Consider your reps to be a customer that has to believe that your operation can produce and, in short, make them look good. The rep is interested in building a relationship that will provide a steady stream of new work for your organization. This job will be much more difficult if he/she is spending valuable face time with the customer trying to smooth over operational shortcomings.
Most reps operate in territories. Make certain that you have done your homework on the size of the territory and that you have sound expectations for what the territory can produce in dollars. Always remember that sales is a process with measureable achievement points. If your sales reps can't demonstrate how they are making progress into and through each phase of the process, you might need to consider new options.
