half day to bring them up to speed with new products and provide them with the training they need to deliver the products to market. We’ ve followed this practice for a couple of years now and so far all we’ ve had is cooperation from our reps and plenty of compliments.”
Motivation Is Key to Success
Over the years it’ s not unusual for Agency Sales to hear the approaches that some manufacturers take to motivate their rep sales force. Those approaches obviously include timely and accurate compensation for reps coupled with honest and complete communication.
Earlier this year, one manufacturer wrote to us to second those approaches, but she added some others that have proven to be especially effective.
“ Have a company owner or president phone reps regularly to let them know how much their accomplishments are appreciated.“ When a rep has gone above and beyond the normal effort( e. g., quickly and efficiently solving a customer’ s problem) send them a‘ gotcha’ note to let them know you’ re aware he accomplished something extraordinary.“ Regularly send thank-you notes and e-mails. These let the rep know how much you value their contributions and that you’ re aware of everything he’ s doing on your behalf.”
MANA welcomes your comments on this article. Write to us at mana @ manaonline. org.
Jack Foster
Jack Foster, president of Foster Communications, Fairfield, Connecticut, has been the editor of Agency Sales magazine for the past 23 years. Over the course of a more than 53-year career in journalism he has covered the communications’ spectrum from public relations to education, daily newspapers and trade publications. In addition to his work with MANA, he also has served as the editor of TED Magazine( NAED’ s monthly publication), Electrical Advocate magazine, provided editorial services to NEMRA and MRERF as well as contributing to numerous publications including Electrical Wholesaling magazine and Electrical Marketing newsletter.