Finding a Comfortable Fit as a Rep

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photo of Glen Baines
Glen Baines is the owner of Baines Group, Inc.

Glen Baines enjoyed early business success with his own landscaping business that he began in college and continued after graduation. However, “After getting married, I realized that things were pointing me in a different direction than just cutting grass.”

Thankfully, having grown up around the rep business, he found a comfortable place to park his lawnmower and began a new career as an independent rep. “My father was a factory salesman for 18 years prior to opening his own agency. He had always made it clear that if I was interested … Read the rest

Reps Face Emerging Challenges

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When it came to identifying and facing myriad challenges to the way they conduct business, a group of MANA members found no shortage of subject matter to consider earlier this year in the course of a three-day MANAchat. Communication challenges, the threat posed by venture capitalists purchasing rep firms, and considering something called the Entrepreneurial Operating System — among other subjects — were all discussed.

Communication challenges, specifically as they apply to the rep’s ability to contact and stay in touch with customers, appear to be something that is a universal concern. The discussion on this … Read the rest

Avoiding Landmines: Don’t Fall Asleep at the Switch

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Reps who aren’t doing something to advance key parts of their business are asleep at the switch and will pay a price sooner rather than later.

It is a never-ending frustration to me to speak with reps who say, “We know we need to do something.” Then they disappear into the ether and I never hear another thing. These reps are not thinking of their best interests. Regardless of the size of the agency, there are things that need to be done proactively to place the business in a better position for the future.

The … Read the rest

You Want to Hear “I See You Everywhere”

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The most successful sales professionals tend to work long and hard. A significant chunk of those hours is typically dedicated to prospecting activities: networking, making phone calls, placing outbound emails, responding to calls and emails, hosting guests, visiting people who refer or recommend them to clients and developing raving fans who champion their cause.

Prospecting must be perpetual, and in many sales jobs, networking is an important part of prospecting.

No matter how busy you may be, it’s beneficial to get out of the office and show up at networking events. We need to reach out … Read the rest

The Importance of Communication for Sales Leaders and Their Teams

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Effective communication is the cornerstone of successful sales leadership. It is the vital link that connects sales leaders to their teams, ensures alignment with organizational goals and drives consistent performance. Without robust communication strategies, even the most skilled sales teams can falter. In this article we will explore the importance of communication for sales leaders and their teams, highlighting key strategies to enhance communication and drive success.

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1. Establishing Clear Goals and Expectations

One of the primary roles of a sales leader is to set clear goals and expectations. Effective communication ensures that every team member … Read the rest

Reasons Salespeople Can’t Close

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Are you doing enough in the sales process to close the deal?

Salespeople are always quick to say, “My price was too high. That was the reason the customer didn’t buy.” That’s garbage. I want you to take that off the table.

I want to share 11 reasons salespeople can’t close. Don’t look at these as excuses! Instead think: What do we need to change?

1. Failing to uncover priorities that are keeping their attention focused elsewhere.

We may think that we have the only opportunity, or the only decision they need to make, but … Read the rest

Night Owls, Morning Owls: The Myth of the Morning Person

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It’s too prevalent a concept. It’s infected offices and workspaces the world over.

Buried among all the mugs that proclaim, “Don’t talk to me until I’ve had my coffee,” and memes about “Hoping this email finds you well,” you hear a consistent refrain: “I’m just not a morning person.”

Those morning people are the winners, we tell ourselves. They’ve got it all figured out. Or, worse yet, they were just born that way.

There might be one in your own life. They likely have made sure you were aware.

“There’s so much time in the … Read the rest

Steps to Moving Up the Ladder of Success

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Are you tired of being stuck on a low rung of your company’s corporate ladder? Are you looking for ways to move up in your career? I can help you do that.

It all begins with a dream that you can turn into a solid, workable goal. It will take some work on your part, but anything worth achieving is worth working for.

The first step in turning your career dreams into reality is recognizing and addressing these four principles:

  • Beliefs.
  • Dedication.
  • Focus.
  • Skills.

They are spokes in the wheel that will drive you and your … Read the rest

There’s Nothing Wrong With Fear

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When Craig Cumming reflects on opening his own agency 28 years ago, he’s asked whether he was apprehensive or scared about making the move. Without missing a beat, he offers, “Fear is not a bad thing; and if anybody isn’t scared about such a move, then something is wrong.”

Obviously, there was nothing wrong with Cumming as today he can look back on almost three successful decades heading C-Square Industries in Colorado. The single-person agency represents manufacturers dedicated to:

  • Air and liquid filtration.
  • Air movement equipment.
  • Waste treatment and water reuse.
  • Industrial equipment and systems.

Cumming followed a fairly typical … Read the rest

Reps Take a Look at AI

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The growing impact of artificial intelligence, the importance — or lack of importance — of written sales reports, and knowing when to cut the cord with a principal were major topics of discussion during a MANA single-person agency special interest group chat early this summer.

Can AI aid the independent manufacturers’ rep? That’s how the discussion of AI was kicked off and the group was quick to offer their thoughts:

  • “One thing it can do is to produce a business plan in under a minute. Having said that, the more information you provide, the more accurate your business plan is
Read the rest

Managing Your Principals Is Number One for Reps

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Without principals, a rep firm cannot exist.

Customers come and go but principals are always the most important part of a rep’s business.

The development of principal relationships, cultivation of the principal’s personnel, and creation of a value-added environment for the rep to work with the principal are all critical to rep success.

Without principals, a rep firm cannot exist. It is hard to imagine a rep firm that doesn’t have at least a few very strong principal relationships.

The rep firm is the “branch office” for the manufacturer in the territory. In this capacity, the rep firm should have … Read the rest

Sales Success Traits

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There are six important success factors that top salespeople possess. Although some of these factors are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are great salespeople and great human beings. Over the years there have been salespeople who are good at pushing product with little regard for customers. This kind of success doesn’t last; moreover, the other areas of their lives are often plagued by neglect and mismanagement. I hope you’ll use these tips to get great at selling while also helping customers.… Read the rest

Perspective Over Pitching: A Guide to Effective Sales Strategies

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In the world of sales, there’s a common pitfall that many professionals fall into: the relentless focus on pitching their product or service rather than seeking to understand the client’s perspective. As a sales professional, coach and author, I’ve observed this trend repeatedly. The truth is, the key to successful selling isn’t just about how well you can present your product, but how deeply you can connect with and understand your client’s needs and challenges.

The Importance of Seeking Perspective

The process of seeking a client’s perspective is often encapsulated in what we call discovery, qualifying or purposeful questions. This … Read the rest

Sales Metrics That Matter

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Just because you can measure it doesn’t mean it needs to be measured.

I see too many sales managers and salespeople measuring things just because it’s easy, and for some reason they think it’s going to make a difference.

I’m going to walk you through 10 metrics that can have a huge impact on your efficiency and success. Are you looking at these?

1. Number of Conversations With Prospects or Customers

This excludes customer service calls — these are true sales calls. This is pretty simple.

2. Number of Calls Made to Prospects, Not Customers

This is key because oftentimes … Read the rest

A Patient Approach to Sales Presentations

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I talk a great deal about prospecting and closing deals, but there’s something in the middle of the process that’s also quite important: the time when you make your pitch and state your case.

After contacting cold prospects and dealing with your fair share of rejections, it’s a nice feeling when you land an in-person meeting. This meeting is your chance to build a relationship with the prospect that hopefully leads to a closed sale. We commonly refer to these meetings as “sales presentations,” but that term is actually misleading.

Just because it’s a “sales presentation” doesn’t mean you do … Read the rest

Four Steps to Keeping Customers

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We all make mistakes. If anyone tells you they never make a mistake, that’s a lie. More likely, what those people actually are telling you is that, even when they make a mistake, they won’t own it.

Owning our mistakes is a critical step in service recovery — and service recovery is critical to the success of your business, no matter what that business is.

I estimate that, in the United States, 80 percent of employees lie when there’s a problem instead of confessing to it and solving it. When you make a mistake, you can either solve it and … Read the rest

MANA Board Chairperson Named IUCAB Agent of the Year

Tommy Garnett, president and CEO of Garnett Component Sales (GCS), along with his team, has been awarded the George Hayward Commercial Agent of the Year Award by the Internationally United Commercial Agents and Brokers (IUCAB).

The award was presented during the IUCAB Annual Delegates’ meeting in Vienna, Austria, and accepted on Garnett’s behalf by Charles Cohon, CEO and president of the Manufacturers’ Agents National Association (MANA).

Garnett was nominated by MANA, one of the 20 members of the Europe-based IUCAB, which serves as an umbrella association for manufacturers’ representatives globally. The award is presented annually to an exceptional representative firm … Read the rest

Keys to Hiring Personnel

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“You can’t grow business without people.” That was a major message contained in a podcast conducted by MANA member John Beaver earlier this year.

After having said that, however, Beaver hardly left his audience in a vacuum as he explained that finding, evaluating and hiring new people is not necessarily an easy task and the road to finding the right people isn’t easily traveled. It can be filled with potholes — mistakes are going to be made along the way. “Your own people aren’t always going to do the job perfectly. As a rep you can certainly try to do … Read the rest

Dealing With the Pain of Parting Company

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In Romeo and Juliet Shakespeare may have written, “Parting is such sweet sorrow,” but in the words of one rep who terminated his nearly 30‑year relationship with a manufacturer, “parting really hurt.”

According to the rep, here’s what happened to result in that painful parting of the ways: “We repped this company for close to 30 years and finally realized we had to terminate the relationship about four years ago even though they represented about 80 percent of our income. What brought us to this decision was a combination of things including:

  • Quality went down.
  • Prices went up.
  • Lead times
Read the rest

Going Above and Beyond

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“Going over and above the call of duty while exceeding customer expectations.”

When Marc Carver appeared in the pages of Agency Sales three years ago, he pointed to his company’s M.O. (above) as a major reason for his lengthy success as a rep.

As if there has to be some validation that no truer words were ever spoken Carver went well over the call of duty this year as he was named vendor of the year by the Alaska Commercial Company (ACC) at its trade show and conference in Anchorage.

As noted in that July 2021 article in this publication, … Read the rest

Continual Learning as a Form of Insurance

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For seven years, I taught juniors and seniors in the business college at my local university. I was occasionally amused by the things students would say in our after-class discussions especially as the spring semester waned.

“I can’t wait for graduation,” said one burned-out senior, “so I never have to study again.”

I had to smile when I heard that comment. Not wanting to burst her bubble, I said nothing, allowing her to enjoy the excitement of her approaching graduation. It wasn’t the right time to tell her that her education was actually just beginning.

In order to succeed in … Read the rest

The Value of Rep Councils From a Rep’s Perspective

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During my 40-year career, I served on a rep council for three different manufacturers. For one manufacturer I was selected chair of a four-member council. It was the first rep council that this manufacturer convened. Each rep council lasted for two days. The reps needed two days for travel, so each council required a commitment of four days.

In the commercial construction industry, few manufacturers held rep councils during my career. The three on which I served were the only ones out of a total of more than 40 manufacturers I represented over the years. Manufacturers either did not understand … Read the rest

Building Resilience in Sales Teams

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Sales is a high-pressure field characterized by frequent rejections, intense competition, and ever-changing targets.

These challenges can take a toll on even the most experienced sales professionals, making resilience not just a valuable trait but a necessary one for success. Resilience in sales teams leads to better coping strategies, sustained motivation, and improved performance over time. This article provides practical tips and techniques for building resilience among sales teams, ensuring they remain focused and motivated, regardless of the challenges they face.

Understanding Resilience in Sales

Resilience in the context of sales is the ability to bounce back from setbacks, maintain … Read the rest

The Data: What Percentage of Salespeople Are Really Coachable?

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I was recently sharing with others our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t personal. It wasn’t about whether we liked them as people. It was about those who did or did not make changes and improve.

When it comes to coaching salespeople, many conditions must be met.

Let’s begin with the coaching environment itself.

  • Salespeople must have a relationship with their sales manager that is strong enough to withstand constructive criticism.
  • Salespeople must trust their sales manager’s intentions.
  • Salespeople must respect their sales manager’s coaching.

If those three … Read the rest

Sell More by Saying Less:
Tips to Enhance Trust Through Stronger Listening

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Over the 30-plus years I’ve worked with teams to enhance their customer service and selling skills, I’ve observed one simple, seldom-used communication skill that builds trust. Those who apply it create stronger, higher-value relationships professionally and personally. The secret? Being seen as a strong listener. Unfortunately, there’s a catch.

Most of us think of ourselves as being good listeners, yet the way we actually communicate may unintentionally come across as dismissive or condescending. Not good. To ensure you’re drawing others in rather than putting them off, here are four ways you can enhance trust through stronger listening.

1. Rethink “Impressive”Read the rest

From Baseball, to Sneakers, to Repping

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What happens to a pitcher when his arm wears out before any dreams of professional baseball can be realized? Naturally, he may pivot to another career path. This was somewhat the case for Brandon Goldberg. Following the dashed hopes of baseball stardom and a brief stint as an athletic shoe salesman, Goldberg eventually found his calling as a manufacturers’ rep.

“As a kid growing up in Dayton, I realized early on that I had talent on the ball field,” Goldberg recalls. “I was a left-handed pitcher who could throw hard into the high 80s and 90s, and I could hit. … Read the rest

Reps Need to Be Paid

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Reps don’t work for free.

That was a major message emanating from a MANA special interest group discussion for reps who sell in international markets earlier this year. The reps who participated in the far-ranging teleconference were adamant that their levels of expertise and the time they spend to develop business for principals were too valuable to be contributed free of charge.

For instance, according to one rep, “I’m not going to spend an unlimited amount of time and money to develop business for principals without being compensated for my efforts.” To counter the desire of many principals to have … Read the rest

An Alternative to a Market Development Fee

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A rep and a potential new manufacturer have discussed signing a rep contract. The manufacturer’s products have no sales in the rep territory. The manufacturer is depending on the rep’s reputation with his customers to develop sales volume. The rep suggests the manufacturer pay a market development fee.

Naturally, the manufacturer wants to know what that fee would be, on what basis it would be established, and for how long the fee would be paid. As an alternative to a market development fee, I suggest both the rep and the manufacturer demonstrate to each other a commitment to a long-term … Read the rest

Proactive Positioning of the Agency

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Everyone has to be selling the agency all the time.

Positioning the agency for significant market success is a 24/7-365 job for everyone from the receptionist to the president. Looking for opportunities to backsell principals should be a never-ending target — everyone at the agency should sell the agency to everyone who comes in contact with the rep firm as a customer, customer salesperson, customer’s customer and, just as important, the employees and prospective employees of the rep firm.

Also, most essential, principals who are looking for representation in the rep firm’s territory. The profile is the first element of … Read the rest

How to Stand Out From Other Salespeople

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In sales you simply must stand out from other salespeople, not just the ones in your industry, but all the salespeople that are calling on your prospects and customers, as they are also competing for their time, attention and money. Here are several ways to be unique in sales.

1. Exceed Customer Expectations

Go above and beyond; under-promise and over-deliver. Do more than the customer expects you to do. You exceed customer expectations by delivering more, better and/or faster. Deliver earlier than expected (assuming the customer can take delivery sooner) and deliver more than expected. If your customer tells you … Read the rest