Objectivity and Perspective

The impartial point-of-view that the multiple-line outsourced sales professional provides is never more important than when the end customer needs diverge from a Client's standard operating procedures. Whether it is a product modification or an expedited delivery, the outsourced sales representative can fight harder for the customer. The outsourced rep has much at stake, given all the other products being sold to that customer and the long-term relationships he has developed in the territory. He also has more non-political freedom than the direct salesperson to use his influence on behalf of the customer, all the way to the top of the organization, whatever it takes to address the customer needs.

Commitment to the Customer

Because outsourced sales representatives operate in local, long-term territories, they become more committed to the customer's interest. Nothing is more shortsighted than the efforts of "power buyers" within the customer base to force out the outsourced sales rep and deal directly with the Client. The Client who gives in to this pressure must now perform the field sales function in-house, and bear the increased costs as a consequence. If quality, service, availability and local presence are sacrificed to seemingly improve short-term sales numbers, customers will go elsewhere; so the Client protects today's sale at the price of tomorrow's profit. It makes no sense to force suppliers to use second-best sales methods, limit choices by squeezing out small and start-up companies, and stifle competition and the free market in the process.

The Total Relationship

The outsourced sales representative's role in customer advocacy goes hand-in-hand with the role of consultant. Because they are in the territory long-term, outsourced sales representatives look beyond the immediat sale to the total customer relationship. Territory knowledge, a multiple-product line sales efficiency and an entrepreneurial personality add up to a broad perspective and database of who is doing what, how it is working, and where it all could lead. The market intelligence gleaned by Clients from their outsourced sales reps goes far beyond sophisticated forecasting. Good sales representatives provide immediate feedback that is invaluable to the Clients they represent and to the customers they call on.

Contact us today to learn how Rep Channel Management, LLC can find the right manufacturer's representatives who will advocate for your customers.