For businesses that have only ever known an inside sales force, making the leap to an Independent Manufacturer Representative can seem daunting. But why shouldn’t you outsource your sales force? You are likely already outsourcing legal or accounting work. You may even be outsourcing bookkeeping or human resources or any number of vital elements of your business.
The reasons to outsource your sales force are the same for outsourcing anything else. It’s cost-effective. It allows you to leverage a level of expertise than can be cost-prohibitive in house. Manufacturer Representatives aren’t simply experts on your product. They are experts on their market area and chain retailers. And while an employee may move away for money, or expect regular raises, there’s no concern over that here. An independent rep has no similar cause to leave its territory that it invested heavily in for years. Similarly, with agreements in place, a rep will only ever take a percentage of commission.Read More›