Savvy manufacturers’ know that there is only one thing more expensive than fielding a highly-qualified sales force. It’s not fielding a highly-qualified sales force, especially if your competition does.

But those same savvy manufacturers also know that hiring direct employees to field that highly-qualified sales force is very, very expensive. And they will have to pay those direct employees’ salaries, benefits, and expenses before they actually close any sales. If they actually close any sales at all.

How do those savvy manufacturers avoid paying salaries when there are no sales? They don’t hire sales employees, they hire highly professional, independent contractor, manufacturers’ representative firms that get paid for sales performance, not just for showing up.

“Outsourcing Selling” is your podcast resource for tips, best practices, and solutions on sales force outsourcing, both for manufacturers and for professional manufacturers’ representative firms. For more information, contact the not-for-profit Manufacturers’ Agents National Association at www.manaonline.org or mana@manaonline.org.

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