Posts Tagged ‘independent sales representatives’
25
Aug
Posted by Mark Allen Roberts in CEO, design and launch new products, goals, growth, leadership, Market leadership, market loser, Marketing, performance improvement, road map, strategy. Tagged: add value, back to basics, critical thinking, entreprenuer, grow sales, how to, independent sales representatives, leadership, Market leadership, road map, strategy. 1 Comment
It is an all too common problem;leaders trying to execute to many things and not doing any of them effectively and thus missing their goals. Our current 2009 Health Care Reform is providing another lesson for business leaders throughout the world;
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14
Jul
Posted by Mark Allen Roberts in buying process, customer relations, increase value, Market leadership, market loser, Sales, sales enablement, strategy. Tagged: buying process, grow sales, independent sales representatives, Market leadership, market problems, Sales, sales growth, sales process, salespeople, salesprocess, strategy. 6 Comments
When your rep challenges a competitor, particularly when that competitor is a current vendor of that buyer, he is actually challenging the buyer. Do you want your sales rep saying “Hey, what are you an idiot or what for buying ______?” no, I didn’t think so.
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8
May
Posted by Mark Allen Roberts in customer relations, Entrepreneur, leadership, Market leadership, Sales, strategy. Tagged: add value, back to basics, bottom-line, buyer profile, entreprenuer, how to, independent sales representatives, leadership, Market leadership, marketing and sales, sales process, salespeople. 3 Comments
So how do you hire the right ISR for you? Today there are many online tools to help you find ISR’s, from online rep finders to blogs and legal sites that even provide templates for ISR contracts. However sometimes the ways we did things prior to the internet, prior to the availability of so many tech based tools is still the best way. Below are the ten steps I learned to use over 15 years of experience on how to find top producing ISR’s.
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3
May
Posted by Mark Allen Roberts in customer relations, Market leadership, Sales, strategy. Tagged: add value, back to basics, buyer profile, buying process, grow sales, how to, independent sales representatives, Market leadership, Sales, sales growth, sales process, salespeople, salesprocess. 1 Comment
I have hired independent representatives for over 15 years of my career. Good independent representatives are worth their weight in gold. The company that chooses to hire an independent sales force needs to understand the role of these professionals. The main role of independent reps is to use their current relationships, established through supplying complimentary product lines they represent, to get your product placed. They have built trust with buyers in their market, and their relationships with their accounts will ALWAYS be more important than your rep contract…
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