Hey, Mr./Ms. Rep Firm owner,
Why are you in business? To save the world? Maybe. To provide for your family and employees? Probably. To grow your business? Definitely!
The number one reason you get up every day and go to work as a manufacturers’ sales representative is to grow your manufacturers’ market share in your sales territory, period! That’s what leads to higher commission dollars. So how do we ensure the we are accomplishing that goal of continued sales growth? We need two things:
- A mutually developed sales plan with accurate forecasting.
- Effective ongoing communication updating the sales results.
Working closely with our principals to review and plan a territorial sales forecast is the key to our mutual success. As the front line for our manufacturers, we need to know what is going on with our customers as well as our competitors. Sitting down annually with our manufacturers to plan the upcoming year’s sales objectives fosters mutual commitment and cooperation. Topics to include in your review could be shared goals, target accounts, prospects, new products, competitive advantage and, of course, the annual sales goal.
After the plan has been finalized, how are ongoing results going to be monitored and communicated? Whether by e-mail, telephone or Twitter, 15-minute weekly updates can keep both parties informed of achievements and potential obstacles. A written quarterly review on new accounts, new business opportunities and sales successes will keep the shared goal of increased sales and growing commissions on track.
By working together, manufacturers and reps can achieve the sales results that they both are looking for, now and in the future. So get with your manufacturers and forecast a great 2010!
Good Selling.
