Spend a little time perusing the profiles of MANA members and it’s obvious that the majority of independent manufacturers’ representatives began their careers by selling. They either grew up in a family-owned agency or made the move from the manufacturer’s side of the desk to the rep’s side for any number of reasons. However, a closer look at those profiles will show an interesting variety of career beginnings.

Over the years, Agency Sales has profiled agents who have been involved in everything from law enforcement, business consulting, and even professional sports. Somewhat typical of the move from one career to … Read the rest

Establishing a representative council can be a fantastic way to harness the powerful experience and knowledge of your sales force — creating an environment that allows for your most important and influential channels to provide you with insight and ideas. This, in turn, will allow you to better understand the market, as well as create the structure, tools and energy needed to engage your sales force, and direct your efforts to what really matters (and motivates) them to help you grow sales together.

Background — Standing Up Channel Management

Alfa Laval’s Process Technology Division, whose U.S. operations are based in … Read the rest

It took a long time but it had to happen. And it did. Finally, there are schools, summer camps and weekend experiences where kids learn how to tinker. This is far from what some call “futzing around” and others label wasting time. It’s serious business.

Tinkering was once a valued profession. Adept at analyzing and solving problems, tinkerers tackled anything that needed fixing. They were skilled problem solvers who figured out what was wrong with equipment and machinery and fixed them, as well as found ways to improve their performance.

Tinkering is anything but a lost art. Spotting and dissecting … Read the rest

Despite the obnoxious behavior, loud shouting, screeching voices, clenching fists, pointing fingers, red faces and all, most irate customers have a sad message. Most likely they are trying to tell you that they are feeling hurt, ignored, disrespected, unappreciated and unloved.

It’s easy to get flustered or upset when you’re confronted with an angry customer; and, if you don’t know how to respond, you can easily make the situation worse. However, when you respond calmly and with empathy, you can stay in control, and you can defuse the situation in a professional, courteous way. It’s important to know how to … Read the rest

We’ve all heard the numbers: consumer confidence is down, retail sales are down. And for many of us, the markets we serve are down as well. There is an important relationship to note here. Confidence — an attitude — is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes.

Ok, so what does that have to do with you? Here’s … Read the rest

One of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or out of the ordinary enough to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are running campaigns or that runs in the opposite direction of other campaigns.

This counter motion results in greater effectiveness and far less cost in terms of time and money.

Launching a successful disruptive marketing or sales program usually follows four basic steps. The first step is to throw out pre-conceived ideas … Read the rest

Four touch points when it pays to dial‑down your approach

In a world of TV ads that blare, e-mails that SHOUT IN ALL CAPS, and employees who talk when they shou1d listen, consider the advantages of making your customer communications quieter. Here are four touch points I share in my seminars when a strong/silent approach will differentiate you positively in your customers’ hearts and wallets.

• When Establishing Rapport

You’ve likely heard about the importance of elevator pitches. The idea is that within the first few minutes, you should give your potential customer a synopsis of what you do and what … Read the rest

Almost every industry I talk to these days is struggling with bringing youth in. How do you get them interested in your industry? How do you get them to take you seriously? How do you get them to work hard without thinking they’re entitled to everything without actually having to work for it? Here are some answers.

Step 1: Realize There Are Some Great Millennials Out There

The fact that most of the youngest generation in the workforce seems to be entitled, self-centered, has no work ethic, and expects success overnight is first, not quite as bad as it seems … Read the rest