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June 2025 By Mark Hogan MANA has a new way to connect. Anyone can schedule an online meeting with MANA staff through our calendar scheduling service on the website. In fact, we’ve managed 132 online meetings so far this year. We’re chatting with members about their benefits,... Continue Reading
June 2025 By Tommy Garnett Working alongside principals in the field is one of the most productive — and surprisingly enjoyable — ways to drive business growth and strengthen rep-principal relationships. By combining thoughtful planning, open communication and some good,... Continue Reading
June 2025 By Jack Foster While it may have taken a while, the pieces to a career puzzle finally fit together three years ago when Ken Brown opened the doors to his agency MEP Tech Sales. According to Brown, who heads MEP, “The company we started in the spring of 2004, MKT Metal Mfg, York,... Continue Reading
June 2025 By Jack Foster If a manufacturer wants to attract and retain professional, competent and motivated representation, it must present a fair and balanced contract to potential reps. That was just part of the message delivered in a MANAchat by MANA attorney Daniel Beederman. According to... Continue Reading
May 2025 By John Chapin After 37+ years in sales, I’ve learned what it takes to be successful in sales and business, and by the way, those two are the same thing. If you’re a sales professional, you’re running your own business within a business. If you sell enough, you stay in... Continue Reading
May 2025 By Mark Hunter As we continue to progress through the year, it’s time to ask yourself: Where are you with your annual sales planning? Many salespeople either don’t have a solid annual plan, or they’ve created one but haven’t fully committed to it. If you fall... Continue Reading
May 2025 By Jeff Mowatt Dealing with upset customers is like feeding bears. Most will be happy you’re there, but a few will get really ugly if you don’t give them what they want. When things go wrong, how well is your team equipped? Having trained customer service teams for more than... Continue Reading
May 2025 By Nathan Jamail When you hear the term “design thinking,” you probably imagine creative types brainstorming over sketches or tech teams mapping out app interfaces. But here’s the kicker: design thinking isn’t just for designers. It’s a powerful approach... Continue Reading
May 2025 By Dave Kahle For 30 years I’ve been training B2B sales forces to sell better. I’ve noticed this — that any group of salespeople, 20 to 30 percent are eager to learn and enthusiastic about trying some of the practices I teach. Of the remainder, some will try to apply... Continue Reading
May 2025 By John Tschohl What are the elements of a successful team? In a nutshell — whether it’s an athletic team, a dance team, or a business team — the critical elements are people who are knowledgeable, committed, dedicated, productive, work well with others, and constantly... Continue Reading
May 2025 | Principal Focus By Jack Foster It’s not unheard of to find reps who used to be on the other side of the desk working as manufacturer sales personnel. Likewise, it’s just as common to find former reps who are now working for manufacturers. In speaking with a... Continue Reading
May 2025 By John M. Riccione MANA focuses its services on manufacturers’ agents or representatives who are independent contractors. The sales representative acts that protect the right to commissions apply to representatives, not employees. States have different rules protecting wages... Continue Reading
