Investing in Your Representative Sales Channel Can Deliver Increased Revenue and Profit
“Why aren’t our representatives selling?” This is an all-too-familiar cry heard during monthly sales meetings. Lackluster sales could be an indication of changing market demand, but more often are an indication of a deeper sales channel issue. So whose fault is it, and how can you address these problems?
Here are four issues that I’ve seen companies identify as factors affecting representative sales:
- Lack of consistent communication and planning processes between the principal and representative.
- The representative lacks adequate product training.
- The representative is busy focusing on their