The Best Practices and Best Habits of the Best Reps in These Troubled Times

Let’s face it and start calling it like it is — our economy is in troubled times. The changes slated for the year ahead are uncertain, at best. These concerns reverberated loudly in the results of our recent Five Minute Survey (FMS). “The Economy and Uncertainty” far outranked the others as the biggest challenge for 2009. Upon seeing the responses, I immediately put a call in to Treasury Secretary Henry Paulson; unfortunately he told me that there is no rep bailout package!

Some salespeople have difficulty handling tough times or bad news. Those people would often rather stick their head in the sand and hope the difficulties will automatically improve or go away. Whether you grab it by the horns or opt for the duck-and-cover, learning how to gracefully handle change is one of the key habits of successful reps. Here’s my list of the best habits and best practices of the best reps. As you read through the list, I hope that you are able to
check off each item as something both you and your rep firm currently practice.

The best reps:

• Are professional and ethical.
• Act with integrity even in tough times when others maybe react desperately.
• Are communications experts.
• Realize that ‘sales is a contact sport’ and make more sales calls in tough times.
• Network with lots of other reps.
• Over-communicate with manufacturers in tough times.
• Motivate themselves and motivate others.
• Don’t blame or use excuses, and face the biggest challenges with new ideas.
• Are not afraid to try something new and different.
• Are change engaging.
• Realize that business and industries always have cycles.
• Accept the fact that they are in the ultimate risk/reward business.
• Save for a rainy day when times are good.
• Seek opportunities for their own professional development.
• Know their industry, their market and especially know all of their accounts.
• Know what their customers want (ask!).
• Know their customers’ customer.
• Invest in education for themselves and their employees.
• Conduct annual strategic planning.
• Have a succession plan for their business.

Continuously look for diversification opportunities with new products, new customers, new territories, buy-sell, selling services, becoming a “customer” representative, starting to assemble, and more.

Take a good look — be candid and open. We need to communicate and get the word out: manufacturers’ reps and outsourced professional field sales are still the best way to go to market. We need to promote and protect the function together. Invest in your future, network with reps, and remember that you are not in this alone.

So, go work harder, engage change, look for new and different opportunities, diversify, plan, be creative and look forward. Don’t strive to survive — opt to thrive! Create a reason to celebrate and have a safe, healthy and happy new year!