Regardless of our hectic pace, we must make time to give back. There is a higher purpose. Slow the pace, and take yourself a bit less seriously. It is time to pay back those who assisted us in our early growth. No matter what our chosen career, we must remember that it is “paper, not plasma.” Help another to fulfill a dream.
Some manufacturers present a detached approach, often because they are very gifted in creative aspects but have no knowledge of what makes sales agencies tick. Manufacturers who have gained a high level of visibility, combined with an over-inflated view of themselves, risk competitive and adversarial relationships with their sales agencies. Because of the nature of their product, of a history of poor market performance, a manufacturer may be hesitant to voice concerns or raise expectations, turning a sincere commitment to success into a downward spiral. The most successful manufacturers realize that success comes with the performance of all parties. They enjoy a high level of profitability and still maintain a strong awareness of the value of their sales agencies.
Using commissioned, independent sales people provides manufacturers with a fixed cost of sales and a higher caliber sales team where compensation is consistent with performance. The greatest advantage for sales agencies is one of flexibility, diversity in representing multiple manufacturers, and the ability to react to the needs of their region’s marketplace. Successful manufacturer – sales team relationships must have a “work with” rather than “work for” attitude.
There are two significant reasons for management to terminate a working relationship: non-performance, and compromising the integrity of the organization. There should be no surprises when the time comes for a performance-related termination. By this time, you have defined expectations, stayed close, had timely reviews, and assisted in problem solving. Success should be expected; under-producing sales people will often take themselves out. Never allow others to compromise your company’s integrity.
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