So, Tell Me Again Why Am I Writing This Large Check to a Manufacturers’ Representative?
By John BeaverWords that should never be spoken by the president, CFO, national sales manager, VP of sales, owner or decision-maker from one of a rep’s top-paying lines.
In reality, though, senior management from one of a rep’s top-paying lines sometimes will question whether or not an outsourced sales force firm really deserves that four- or five-figure monthly check.
Sometimes having a principal question the size of your check is unavoidable. But in other cases, it is an unforced error on the rep’s part for failing to preemptively educate the manufacturer on the value the rep brings to the principal.
For example, … Read the rest