All independent manufacturers’ reps know about the deadly grip of selling slumps.

• You have a series of bad days and missed sales.
• You aren’t coming close to your potential.
• You can’t stop worrying about it.

Let’s explore the slump cycle and discuss what you can do to interrupt it.

What Is a Slump?

A slump is any decrease in performance over time. It may start innocently, when you lose a couple of sales. Somebody makes a comment that “you might be in a slump” and you start believing it. You botch a sale again, and you decide you are in … Read the rest

Rep firm business owners and hiring managers frequently say they can’t find good staff, particularly salespeople, while also keeping their search costs under control. The following are some “easy wins” that will bring excellent candidates to your door at little or no expense.

Make sure job must-haves and nice-to-haves stand out: Too often you read job descriptions that are so vague or convoluted you can’t figure out what skills are needed to succeed in the role. When you are writing up a job description for a new person to join your rep firm, be as clear as possible on the … Read the rest