Stay on top of your sales rep

If your product is sold through a sales rep, rather than a company sales force, your sales effort still demands your careful management. Your rep may tell you that your product is getting 25 percent of his/her time. But what you don’t know is that he’s told the same thing to 7 other companies. A hot-shot rep may  promise 200 percent of his time to the companies he represents. What happens is that his best-selling products get most of his time, because that’s where his commissions are. Your product may be a tougher sell, so it seldom gets the attention it needs. Stay on top of your rep all the time. You have a right to be demanding. If he’s not doing the job for you, fire him promptly and get somebody better.

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