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February 2026 By Jerry Leth Let’s talk about your MANA profile. How well you create your profile impacts the number of contacts you receive when manufacturers and manufacturers’ representatives do searches looking for new opportunities. Our recommendation is to look at your profile... Continue Reading
January 2026 By Jack Foster Just as so many other reps who have been profiled in the pages of Agency Sales magazine, Kelly Smith didn’t start his career as a rep. Smith, who today heads the Tipp City, Ohio-based Innovative Tech Sales, began his path to “repdom” working for... Continue Reading
January 2026 By Jack Foster As almost any rep can attest, sooner or later they’re going to lose a manufacturer either because it was acquired, because it decides to go direct or because a new sales manager wants to shake things up, perhaps by hiring someone he’s known for much... Continue Reading
January 2026 By John Haskell Keeping the principals foremost in the minds of all members of the agency team is job one. There is no single job more important to your business than the principals. Without commissions your business would disappear. But, how do you go about the job of selling... Continue Reading
January 2026 By Nathan Jamail When I walk into a room full of sales leaders, there’s usually no shortage of conversation around strategy — quarterly plans, funnels, tactics, tools, you name it. And don’t get me wrong — strategy matters. It’s how we chart the course,... Continue Reading
January 2026 By Mark Hunter Buyers are on their journey, and if you want to win, you’ve got to join them there. Step into their journey. Understand their processes, their priorities, their customers, their challenges. That’s where deals get made — and at full value. Let me... Continue Reading
January 2026 By John Chapin This article could be and probably should be the shortest article I’ve ever written. The reason is, once you’ve been in sales for a year or more, you know what success takes, the only question is, are you going to do what needs to be done or are you going... Continue Reading
January 2026 By Troy Harrison A recent company meeting revealed what management called a “handoff problem.” The sales team would close deals, then toss them over the wall to the service team, who would promptly fumble the relationship because they didn’t understand what had... Continue Reading
January 2026 By Susan Quinn Businesses without a solid framework of guiding principles are like ships adrift at sea — directionless and vulnerable to the whims of external forces. In contrast, companies with a clear purpose, vision, mission and set of core values are anchored by a... Continue Reading
January 2026 | Principal Focus By Jack Foster When a manufacturer was asked what he did to build an enviable track record of solid new product introductions, he pointed to an article he recalled reading in Agency Sales magazine more than 25 years ago. According to the manufacturer, “Most... Continue Reading
January 2026 By Joe Curcillo AI has moved from shiny headline to background noise. It drafts reports, crunches numbers and spits out answers before you finish your coffee. Impressive, sure. But here’s the truth: AI doesn’t carry consequences. It doesn’t look a client in the... Continue Reading
January 2026 By Scott M. Sanders The scenario: The CEO of a large sales agency contacted my firm in a panic to inform me that they had their representation terminated by a principal for whom they had built their territory from $500,000 per year to nearly $10 million per year in just three years,... Continue Reading
