On August 7, 2018 at 01:44, g007 said...
Zektor
It seems to me that reps do two basic things, rep your company and your products and generate increases in sales volume.
If they increase sales volume, great, that’s what that are suppose to do and the commissions reward them so. That is the primary goal. But if they just keep sales the same, why have them, especially if they live off of existing sales volume, which you should not allow! If your company is not known then some base money needs to be given to cover the reps efforts in promoting your company. Ultimately the value they give is measured in sales increases.
Actually, while increasing business is a definite part of the rep position, the best value a rep has is to retain business.
What do you do when the market becomes somewhat saturated, and there is no way to increase for a period of time? Fire the rep and watch as sales rapidly decline?
There is ALWAYS the inevitable lull in new business, so you cannot have a hard line position. You MUST allow for this.
