Outsourcing to a Manufacturer Representative
Understanding Sales vs Needing to Manage Them
Agency Sales writer Charles Cohon quotes professor Eric Bacon from his Columbia University Business School class,
“To run a business you need to understand law, but you don’t have to be a lawyer. You need to understand accounting, but you don’t need to be an accountant… You need to understand sales through courses like Professor Baron’s… but once you understand sales, you don’t necessarily need to be your company’s sales force. You can outsource the sales function just like you outsource legal and accounting needs.”
Knowledge is certainly power, so understanding the sales process is key. But letting go of that function and allowing professionals with more experience, stronger relationships and greater access to customers might be the best sales decision you make.