NEHANET Corporation

Top 5 Techniques for a Productive Relationship with Reps and Distributors

Manufacturers use representatives for several reasons.

  • Reps have local geographic advantages. They know the local territory and have a rolodex of customer contacts. They carry complementary lines and are able to introduce your parts to existing customers.
  • They are owned and run by entrepreneurs, which may be better in some cases than having sales team members as employees on your team.
  • They are paid a commission contingent on actually getting the business, thus lowering the cost and risk of building your own direct sales force.

Channel partners need to be aggressively selling your products. However, there are several challenges that come with managing reps, including mindshare, sales management, and decreased visibility. Do you know the 5 critical steps you can take to productively manage your reps?

Top 5 Techniques for a Productive Relationship with Reps and Distributors