As mentioned in a previous post, independent reps like Three Sixty Sales are first salespeople. Yes, we provide many more services to our clients that extend far beyond a normal sales role, but we maintain a vigilant focus on generating sales. Read a bit from Mark Hunter’s recent article at Agency Sales Magazine.
One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople.
Something happened on the way to a sour economy: Too many companies learned the hard way that their salespeople didn’t know how to sell. Instead, their salespeople were good at taking orders and providing customer service. There is nothing wrong with this approach, as long as the marketplace is always going to serve up new customers and keep current customers in business.
Because a modern marketplace rarely continues to work this way, it is helpful to work with manufacturer representatives that actually specialize in sales.