Who Is the Sales Manager in the
Manufacturers’ Representative Agency?
What does the sales manager do to build the business?
It used to be easy. Two guys went into the rep business. They got a few lines. They divided up the territory and perhaps split up the customers based on any number of things— previous experience each partner had with the account, specialized product knowledge, or something like friendship with an insider.
Now things have changed. The rep firm has 5-10 outside salespeople and 3-5 inside sales coordinators. Success is good. Commission income is approaching $ 2 million. But, no one is really running the business.
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Both partners used to work for manufacturers. Both feel like they escaped the administrivia of those companies and are breathing freely.
“ In” the Business vs.“ On” the Business?
The problem is that both are working“ in” the business, not“ on” the business. Every day feels like a roller coaster ride. They are making major money, but there is an uneasy feeling that it could crash at any minute.
How can the partners get control of things and build a more professional sales organization? And, most important, how do they keep growing and building commission income?