Okay, you’re the sales manager for a 15 million dollar board shop located in the Midwest. Your sales team consists of 6 direct regional sales people and five independent sales reps; together they cover the entire U.S. and Canada. Besides managing the sales team, you also handle the company’s marketing and yes, you are also […]
How To Make This Independent Rep Thing Work
For years now I have been working with reps acting as the liaison between them and the circuit board shops I work with. During that time I have seen the interest the reps have in working with board shops diminish as quickly as the market for fax machines. Most reps seem to have lost it […]
Choosing the Peak Performers
Finding the right person in the first place Just think how much time and money you can save by choosing the right sales person for your sales force. If you take the time to do it right, if you develop and implement a hiring process that fully vets the candidate before you hire her, it […]
Why Reps Hate Board Shops
For the past couple of years now I’ve noticed that it is much more difficult to get independent sales reps interested in selling for board shops. One of my offerings, one that is becoming my least favorite by the way, is trying to find reps for shops. My fee for this is getting higher every […]
Seven Secrets To Finding And Keeping Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
Seven Secrets To Finding And Keeping Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
Seven Secrets To Finding And Keeping Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
PCB Reps Need Retainers
Yup that’s right you heard me. The age of reps working months and months on their own dime before they see a cent from their principals is over. We have finally come to this. Reps are now going to need some sort of compensation before they will even think of signing on with a new […]
Re-Evaluating Your Rep Team
Do you feel you are getting everything out of your rep team that you should be? Do you have a full network of sales reps, reps all over the country yet you are just not getting much out of them? How about these problems? Try these on for size: You keep hiring new reps but […]
It gets lonely out there: Hints on how to manage sales people who are located all over the country
One of the things I do in my business is work with sales managers helping them to manage, measure and motivate their sales people. This is not an easy thing to do when you consider that sales people are actually a very different breed from other people in a company. They are often, driven, motivated, […]