Independent Sales Reps: A Love – Hate Relationship
Independent Sales Reps: A Love – Hate Relationship

by John O'Reilly & Tony Rhie

Love – Reps are…

  • More qualified feet on the street
  • Able to satisfy local customer needs
  • “Professional” salespeople

Hate – Reps are…

  • Not salesmen, just order-takers
  • Only after the quick buck
  • Not product-knowledgeable

This presentation highlights best practice learnings on optimizing the direct-rep mix and maximizing rep performance.

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