The Rep of The Future
By Thomas J. O’ConnorWhile the following article, which appeared in the July 2010 issue of Electrical Wholesaling magazine, is based on research gathered from the electrical industry, its findings are applicable to independent representatives in other industries.
Key Survival Skills
Many reps are more comfortable dealing in the present rather than the future. They spend most of their time reacting to what is happening in the moment and do not see the future implications of their actions. They are stuck in a “peddler” mindset and are sales driven, not market driven. I believe these reps will wither and die. The reps who survive … Read the rest