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Preparing to Handle Independent Sales Reps
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.
What's the Big Deal About Independent Sales Reps?
Independent sales reps are important factors for any principal to consider. But why? What makes them so important?
How Can I Find Independent Sales Reps or Sales Agencies?
Five sources for finding Independent Reps or Sales Agencies.
Tips for Working with Independent Sales Reps
Tips given to members of RepHunter for working with Independent Sales Reps.
Features of a Marketing Agreement
A marketing agreement is a very important thing to establish when dealing with independent sales reps. This contract will protect the interest of both the manufacturer's rep and the principal. It is strongly suggested that you establish a formal contract with any sales reps that you enter into business with. The details within a contract will vary depending on the individual natures of both the sales rep and the principal, but there are several key factors that should always be included.

What to Expect When Dealing With Independent Sales Reps
When you have independent sales reps working for you, there are some things you can reasonably expect from them, as well as some things that are not reasonable to expect. While you should expect your reps to report their successes and provide customer service for your lines, they should not be expected to take title of the lines they carry, nor should they be expected to resolve warranty issues.
How can I find an independant sales rep?
In my opinion, a business owner should only engage a salesperson, either independent or otherwise, when there is a proven sales process and structure in place. This will enable a new person to integrate quickly and successfully to develop their own unique selling style and be guided by the support of an established sales model.

Other independent sales reps Related Articles

Increase Your Sales by Using Independent Sales Representatives
* Why would I be interested in using Independent Sales Representatives? * How does using Independent Sales Reps increase sales? * How does an Independent Sales Rep get paid? * What are the other advantages of using Independent Sales Reps? * Doesn't the Independent Sales Rep add cost? * Can Independent Sales Reps serve as distributors? * Why don't all Principals use Independent Sales Reps? * How many lines should an Independent Sales Rep carry? * Will my Rep help build my business -- or just be an order taker? * How much commission is the Independent Sales Rep customarily paid?

How Can I Find Independent Sales Reps or Sales Agencies?
Five sources for finding Independent Reps or Sales Agencies.
Tips for Working with Independent Sales Reps
Tips given to members of RepHunter for working with Independent Sales Reps.
Too Many Sales Reps Are Wimps
In general, sales reps represent themselves as a pretty tough, resilient, independent bunch. I’m not so sure about that.
Avoidale Mistakes Made By Sales Leaders
Sales reps must be managed effectively. Sales leaders have to understand their reps’ capabilities in order to place them in an ideal sales environment where they can have a positive impact on the company and sales results. Sales leaders who can successfully identify their reps capabilities will be able to utilize their talents in the proper context. This will create a more efficient sales team while working within the context of their sales skills.
Pros and Cons of Using Independent Sales Reps
Independent sales reps are a very important factor for any manufacturer needing to sell products. It is important to consider the factors when deciding whether or not to use sales reps. In deciding to use sales reps, you are trading some measure of direct control over the sale of your product in return for a large boost in market coverage over a short amount of time, as well as exposure to markets that would otherwise be difficult to enter.
Preparing to Handle Independent Sales Reps
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.
Features of a Marketing Agreement
A marketing agreement is a very important thing to establish when dealing with independent sales reps. This contract will protect the interest of both the manufacturer's rep and the principal. It is strongly suggested that you establish a formal contract with any sales reps that you enter into business with. The details within a contract will vary depending on the individual natures of both the sales rep and the principal, but there are several key factors that should always be included.

What to Expect When Dealing With Independent Sales Reps
When you have independent sales reps working for you, there are some things you can reasonably expect from them, as well as some things that are not reasonable to expect. While you should expect your reps to report their successes and provide customer service for your lines, they should not be expected to take title of the lines they carry, nor should they be expected to resolve warranty issues.
Components of Effective Compensation Plans
Executive Summary: A problem arises when sales leaders struggle to measure the effectiveness of the compensation plan in place for their sales reps. Compensation plans, particularly those with a variable component, are designed to illicit desirable behaviors and/or outcomes from reps. Many sales leaders are discovering that they have been paying reps for results that were not the primary objectives for the company. This is simply wasted money. Setting well thoughtout, clearly defined objectives with aligned metrics attached, will ensure that both the company and sales reps reap the benefits of a solid compensation plan.
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