Correcting Misconceptions
When a manufacturer that was considering switching from a direct to an outsourced sales team voiced misgivings about making the move for two major reasons, another manufacturer seated at the roundtable discussion was quick to jump in. According to the first manufacturer,“ I have some serious reservations about whether any rep firm is technically savvy enough to sell my products. On top of that, I’ m used to exerting complete control over my direct salespeople. If I make the switch, I’ m not going to have that same level of control and I believe that’ s going to adversely affect our sales efforts.”
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His fellow manufacturer, armed with years of experience working with reps, was quick to counter with this advice:“ On the matter of whether the rep you choose can step up to the plate technologically, they’ ll have the ability— if you choose the right reps. In addition, I’ ve found that having the technological ability is going to be there if that ability is important to the sale. It all depends on you the manufacturer establishing the background criteria for the successful rep profile.”
On the issue of control, the manufacturer continued by asking the question“ Why is that even a consideration? It’ s you— the manufacturer— who creates and manufactures quality products or