Sales Reps Should Think About the End at the Beginning
By Eric Engel and Leslie MarellWhen sales reps enter into a new contract with a principal, they’re understandably most focused on what’s happening right now:
- Will it be an exclusive?
- What will the territory be?
- What will the carve-outs be?
- What will the commission rates be?
Few sales reps focus on what will happen when the relationship will end. And make no mistake, it will end — the question is when and what will happen when it does.
Fast forward some years, when some of the excitement of the new relationship has subsided. You’ve spent huge amounts of time, money and resources to develop sales … Read the rest