How Ready Are You to Work with Professional Sales Companies?

One of the questions manufacturers need to ask themselves before starting a rep search is, are we really ready and prepared to go to work with a network of professional sales company partners? Jumping in before you are ready could have disastrous consequences. We’ve prepared the following questionnaire to help guide you to a realistic decision.

  1. Do you have extensive experience working successfully with manufacturers’ representatives?
  2. Are you willing to consider using an agreement that is fair and balanced and protects the interest of both parties?
  3. Will you consider sharing the costs of developing business in territories where there is no existing business?
  4. Will you provide exclusive territories to your reps (no house accounts)?
  5. Will you co-insure your sales agents against product liability lawsuits by including them in your own product liability policy?
  6. Do you have a complete marketing support plan in place to support your outside sales program?
  7. Is the top management of your company committed to the use of reps? Are they willing to demonstrate this?
  8. Are you willing to make a long-term commitment to a fair and competitive rate of commission?
  9. Do you understand that attaining mutually agreed upon goals rather than arbitrary quotas is the best way to work with your outsourced sales partners?
  10. Do you understand that regular, written reports tend to destroy the strategic advantage that a multi-line sales professional has over his or her direct competitors and are you willing to accept timely verbal and short e-mail communications instead of call reports?
  11. Do you agree that your company and your reps should operate as Partners in Profits rather than employer/employee?

If you answered “no” to more than just a couple of these questions, don’t despair, we can help. Please call MANA toll-free at (877) 626-2776 and we’ll be happy to discuss ways for you to overcome these concerns.