Of Interest to Independent Reps
Sales Presentations that Get Results
Every sales representative must know the art of making presentations that get results. Excellent presentations are designed to anchor all the crucial points that you want in your presentation to influence your listener. An effective presentation is always the one that grabs your listener’s attention and leads him or her to take some kind of […]
The Art of Negotiating for Sales Reps
No matter what you are selling and who your customer is, it is often a sales rep’s art of negotiating that closes the deal. If you are a sales representative, you must know the art of negotiating in order to consistently increase sales and profit. Skill Vs. Art of Negotiating Negotiation skills are thus an […]
How to Create a Great Relationship with Your Principal
Sales Rep Reporting – Unnecessary Burden or Mutually Beneficial Tool? Working as an independent sales rep has several advantages. You get to choose the product or service line to sell, your targets are not fixed by your boss, and most lines will allow flexible timings. Everything sounds great, but one important thing often ignored is […]
5 Must-Have Sales Rep Software Tools
When it comes to maximizing your sales, reaching goals, and making the sales process easier, utilizing the best software possible will give you a big advantage. With so many different tools for sales reps available, it’s easy to get lost. In order to help you avoid spending your money on bogus or low quality software, […]
Techniques of Sales Forecasting
The purpose of a sales forecasting plan is to allocate company resources with an objective to achieve anticipated sales. An organization can forecast sales either by forecasting market level sales (market forecasting) and determining what share of this will accrue to the company, or by forecasting the organization’s sales directly. Sales forecasting is actually the […]
Increasing Sales Cycle Time in 2012 and 2013
The cat has been out of the bag for quite awhile – sales cycle time for sales reps is getting longer, irrespective of the industry one is in. The top independent reps that used to close deals in a matter of weeks are now taking a whole quarter of painstaking negotiations just to convert into […]
How to Work a Trade Show as an Independent Sales Rep
If you are an independent sales rep, you probably know the importance of attending a trade show. Not only does a trade show help an independent sales rep to find prospective customers, they are a great place for building relationships. Unlike offices, a trade shows has an open atmosphere as they are designed to promote […]
Why Independent Sales Reps Fail – What You Can Do
There are many “best in class” sales reps who stumble when they change to being independent sales reps whose income is based on commission. They might have been used to working for an employer who provided them with everything from a laptop, a mobile phone, and software that can help them issue quotes to clients […]
Survive & Prosper as an Independent Sales Rep
The latest recession in the US may be over, but as any independent sales rep knows, the economy cycles through its ups and downs and being prepared is key to financially surviving and prospering. Also, the pace of an economic recovery might not hold great short-term promises for businesses and job seekers. However, don’t lose […]
How to Create a Proper Sales Rep Agreement
If you are an independent rep, creating a sales rep agreement with your principal is of prime importance and and has a lasting effect on your income. As an individual sales rep not on direct payroll of the company, this protects your rights and prevents misuse of the terms of independent contractor status by the […]