Just as manufacturers should weigh the financial benefits of hiring an outsourced sales staff vs. independent manufacturers’ reps, so too should reps weigh whether hiring a direct employee vs. working with a sub-rep is the best way to expand or cover a territory. That was just part of the subject matter covered during a MANAcast by John McNellis.

McNellis, a former MANA Board member, heads McReps, Inc., Oconomowoc, Wisconsin, a national multi-person agency that works with a mix of both direct and sub-reps. The agency has represented specialized component manufacturers for more than 48 years. It focuses on custom-engineered parts … Read the rest

What does ESOP stand for? As defined ESOP is an Employee Stock Ownership Plan. An ESOP grants company stock to employees every year. The stock value is based on the value of the company, while the number of shares awarded are based on how much each employee earns. Typically, it is part of a compensation package where shares will vest over a period of time. But, in reality, it is much more than that. Historically ESOPs motivate employees, increase productivity, improve worker retention, keep jobs local, contribute to business longevity, and much more.

While such plans aren’t for everyone, they … Read the rest

Competing for a line should be a well-planned process designed to win most of the time. There is no reason not to be one of the best, if not the very best, rep firm in your geographic area.

Being a great rep firm requires total discipline and an organized approach to how you conduct business. The key to winning is how you present your firm when talking to prospective new principals.

There is only one thing a prospective manufacturer wants to know about — sales! The business of a rep firm is obtaining and maintaining sales volume for its lines. … Read the rest

Here’s a quote that prompted this article: “I like making deliveries. I look at that as end-to-end sales. I sell it, make sure everything goes smoothly and then finally I deliver it and make sure they’re happy.”

On the surface, it sounds good, right? I mean that makes sense except for one thing: the definition of a salesperson is someone who sells, not someone who sells it, takes care of all the paperwork, financing, etc., preps it, and finally delivers it.

I find that for whatever reason, whether it’s the fear of rejection, or simply not wanting to call on … Read the rest

Some sales pros are true entrepreneurs in that they own their companies.

But all sales pros have entrepreneurial traits. When your job is to approach strangers, build a relationship and convince them to spend money, you’re entrepreneurial. When you’re a person who manufactures new business out of thin air, you’re an entrepreneur.

You could argue that the best sales pros have “entrepreneurial” personalities. That’s a good thing because entrepreneurs are savvy, driven and hard-working people.

The business world puts a lot of emphasis on entrepreneurism. We place successful entrepreneurs on pedestals and look up to them. Much of humanity’s progress … Read the rest

The professional sales representative is continually seeking better ways to manage his customers to maximize sales. How do you know which customers to call on, when and how often? How do you stay organized amid your phone calls, sales visits, paperwork and planning? Managing your customers is not complicated. It takes organizing and time management skills to develop a plan suitable to meet your sales goals. Finally, it requires a focus, and personal commitment to follow the plan.

Have you ensured your pathway to maximize sales success? Here are 10 proven ideas to manage customers and maximize sales.

1. Organizing … Read the rest

During a meeting we recently hosted, we discussed the concerns and opportunities of 2023 in business. Like most business leaders, when talking about the success of the business, the conversation moves toward sales. Like many businesses, these businesses have been having great success over the past few years, and the concern is the success was coming to them not necessarily in a proactive way but more in a reactive way.

So, what exactly do we mean by proactive selling? It’s all about taking the initiative and being proactive in your sales behaviors. Instead of waiting for customers to come to … Read the rest

The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, “What did that?”

“Woodpecker,” he said.

On one side of the tree, we had this perfectly cut, huge hole, and the other side of the tree had many small holes. I learned that the woodpecker that made the small holes was looking for food while the woodpecker that made the huge hole was making a home. Hunters and farmers.

Just like the two types of woodpeckers, salespeople tend to fall into the same two categories of being either … Read the rest