“The only thing we have to fear is fear itself.” – Franklin Delano Roosevelt Sure, when the four-term president said this, he was in his first term, and he was talking about the depression and as the history books tell us that turned out to be the least of his problems during his time as […]
The Rep-Principal Partnership Part 4: The Solution
Okay so here is what we do. Atticus: “Do you know what a compromise is?” Scout: “Bending the law?” Atticus: “Uh, no it’s an agreement reached by mutual consent. Now here’s the way it works. You concede the necessity of going to school, and we’ll keep right on reading the same every night, just as […]
The Rep/Principal Relationship Part 3: What Do Principals Want?
If you have been following this column for the past few weeks, you know that we have been talking about the relationship or lack thereof between independent sales reps and their principals. Since I started this series I have received a number of comments from readers enforcing the points I’ve been making. Some of them […]
What Do Reps Want?
Continuing our series on closing the gap between independent sales reps and their principals I thought the next step would be to talk about what reps are looking for in an ideal rep-principal partnership. As I talk to reps, and yes I talk to a lot of them, one of the issues they always have […]