Agencies Finding, Recruiting and Hiring New Salespeople

By

I am used to putting ads in a local paper and seeing what comes of it. Yes, I just gave away my age. The problem today is trying to figure out which website or app will best apply to sales and what I particularly need.

Job posting or posturing has become very hard in many ways. A job was posted here at my facility many years ago for an internal salesperson. The most shocking response was from the Ph.D. in engineering — clearly a stop gap from what we do here.

So where do we find people today? Where is … Read the rest

Stop Labeling and Learn to Accept

By

What is a Millennial?

I’m not really too keen on labeling people or the generations that they’re a part of. That’s why I have trouble defining a Millennial.

I seems as if every conference or learning experience I have today is all about discussing what generation you are from. They tell me Baby Boomers can only do this and can’t do that. Generations X, Y, Z have this skill set and not that one. I hear people talking about the new generation being lazy. I have heard that the older generations are reluctant to change and don’t like to learn … Read the rest

Is There Such a Person as a Perfect Rep?

By

As I consider my 23-year history as an independent manufacturers’ representative, I’ve got to admit that I’ve really never encountered one! I’ve seen very successful reps — but not perfect ones. Wouldn’t achieving perfection lead to more compensation? Why can’t we get there?

Shouldn’t striving for perfection be in the DNA of a great rep? But what does perfection really mean? Is it someone who is ideal, flawless, faultless? There are so many words we could use to describe perfection; but I’ve got to admit that I’ve never been labeled with any of these adjectives.

As I consider the concept … Read the rest

Rep Councils in 2016? Really?

By

I was personally brought into my first rep council in 2001. I was shocked and honored that they asked me (first Canadian rep) to be associated with this long-standing tradition at this company.

I had never been on a council or really ever represented a product line that was involved in this type of practice. What was a rep council and what does it mean that I am the first Canadian to be on it?

I quickly researched rep councils to prepare myself as to what they are and how they work. Fellow colleagues told me not to make it … Read the rest

Examining the Attributes Required to be a Successful Independent Representative

By

As the result of the time I’ve spent in my career, I’ve had the opportunity to reflect upon the attributes one must possess in order to be a successful independent manufacturers’ representative.

I had many other things written down before I came to a realization just recently that perseverance and risk-taking were actually necessary attributes. I was a corporate representative who felt I should be making more money. I worked for a great company but was only making $36,000 managing a $5-million territory. Understandably, I felt underappreciated and overworked. As a result, I left without knowing the first thing about … Read the rest