All Principals want to see their sales agents succeed. Whether you're challenging yourself by becoming a first time independent sales agent or you are an experienced sales agent, all agents need to be supported and motivated by the principal to ensure continuous success. In this post we detail what you should expect from opportunities given to you.
Principals must train the agent on the products or services that the company supplies. The question of covering agents costs whether it be for travelling or accommodation while on this training should be agreed prior to the commencement of the agent.
An induction period is a great way for agents and principals to understand the strengths and any weaknesses in the relationship. If the principal can make someone available to travel with the agent to make initial sales presentations this will give the agent time to understand and get a feel for the sort of questions that customers ask, what problems can arise, what sorts of things to look for, what the sales cycle looks like, and so on.
When agents bring in quotation requests, the principal needs to turn them around as soon as possible! Likewise, if there are problems in the field, principals should offer support to the agent as well as their customers. Agents hate losing commission because “head office screwed up”!
Supplying the sales agent with a customer or a user list of their lines or services within the agent’s territory is a great way to help the agent build a customer base, as well as to understand the market for the principal’s products. This can also greatly assist the principal, as it can open up previously unseen sales opportunities through cross-selling or activating dormant accounts.
Websites are the shop window that customers, both B2B and B2C turn to, often before they make contact with a supplier. An up to date well designed website creates an initial impression that has a huge influence on how a customer follows up on an enquiry.
Contact details and enquiry forms are an essential part of this process and need to be easily accessed and navigated.
These are an essential part of the agent’s armoury and principals need to supply agents with adequate materials such as:
Last but certainly not least – Pay your Sales Agents what they are due and on time – nothing destroys a relationship quicker than not being paid on time or disagreements on what is due.
Starting your salespeople off on the right foot with comprehensive sales training ensures you avoid many common problems.
Successful managers will understand the importance of inspiring their team and use inspiration as one of their top sales team management strategies to motivate their team.. They do so by helping each salesperson see how successful they can become, and motivating them to maximize their potential
Strong company culture has always been important. Ways to improve your company culture and provide your employees with some key things, including:
Other strategies may include:
In order to create a culture that promotes growth and success, you need to give feedback to your sales agents. It is important that you not only provide feedback about what your employees are doing right, but also the areas in which they could improve