And, he must understand his position with each key customer for each key line.
Plan the Work and Work the Plan
The new salesperson must quickly develop a plan for each line with each significant customer.
Once the plan is developed and approved by the leadership, he has to implement the plan and make it work.
As the salesperson develops and spends more time working with customers and key principals, there is only one measure of his progress— commission income from each line.
When the owner / sales manager meets with the salesperson, there is only one focus— sales.
Selling! That’ s the Business— Don’ t Leave Home Without It!
Yes, it is that simple. Sellers sell. Reps are hired and paid to deliver one thing— sales!
“ Get on with it!” is what I told my friend. If the guy doesn’ t sell and increase commissions, fire him. That’ s all there is to it. We want to have good people, good representatives of our firm, and great results. There is only one way to achieve that— hire very good people and keep them focused.
Good luck and good selling.
MANA welcomes your comments on this article. Write to us at mana @ manaonline. org.
John Haskell
John Haskell, Dr. Revenue ®, is a professional speaker and marketing / sales consultant with more than 40 years’ experience working with companies utilizing manufacturers’ reps and helping rep firms. He has created the Principal Relations X-Ray, spoken to hundreds of rep associations and groups, including 32 programs for MANA from 2001 to 2005. He is also a regular contributor to Agency Sales magazine. For more information see drrevenue. com or contact drrevenue @ drrevenue. com.